Getting in the right mindset for a modern negotiation

• This means you and your customer negotiation team should start with a positive and constructive attitude to any customer negotiation. Decide what you want to achieve from the negotiation and avoid the temptation to think about last time or “let’s try and get more this time”

Negotiation process

• Use the process and make sure you take things a step at a time and in the right order
• Explain to your customer how you want to run the negotiation this year

Proper preparation checklist

• To make sure you are 100% ready, engage with your manager and other team members so you are clear on roles
• Set and agree with your manager your Essential (E) positions before your meeting one

Negotiation tools

• What tools do you use in your preparation for a negotiation?
• What tools do you use during your negotiation?
• Having a well defined set of tools to accompany your negotiation capability will make you much more efficient and effective in your negotiation

Negotiation skills

• A modern negotiator will use high skills to achieve the results they are looking for at the same time as reaching an agreement to which both parties agree, can afford and are motivated to the deliver for the entire agreement
• The use of these skills will also protect your long term ongoing relationship with your customer