Why negotiate on value?

I recently ran a four-day negotiating skills conference in Australia for a group of senior marketing managers and representatives; the group were highly motivated. They were working in an interesting market, and they were keen to find creative ways to negotiate. The conference was as stimulating for me as it was for them.

During a break, one of the participants approached me “What you say is interesting,” he said, “but I have to ask something. Why do you bother to go on with a negotiation if the other side is stuck on price and won’t move?”

Negotiation, Stephen KozickiStephen Kozicki1 November 2019Negotiation, Creativity, ValueComment

Are there Negotiation Archetypes, and why should I care?

Twenty years ago, one of the favourite words used by business gurus and keynote speakers at conferences was – a paradigm shift. Today you would think it is a button on a Tesla motor car. Now, a new hot word has appeared – archetype!

People ask at conferences or meetings are there negotiation archetypes? The answer is yes.

Organisations must be Negotiation Ready!

“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.

Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.

Negotiation, Stephen KozickiStephen Kozicki5 March 2019Negotiation, Focus, Teams, Distributive NegotiationComment

Negotiation: Did the Straw Man make you do it?

Have you ever found yourself in a negotiation frustrated when the other side is unwilling to move on an issue which appears to you to have limited importance to them? Perhaps you are facing a Straw Man?

Gary Peacock, NegotiationGary Peacock24 September 2018Negotiation, QuestionsComment

The Negotiator's Dilemma: Ai or Hi®

As humans, how do we change our minds? How do we change our behaviour to negotiate for a new product or a new service? Like it or not we need to change because of artificial intelligence (Ai).

In 2015 the world of Ai changed forever because for some tasks the accuracy of Ai now exceeded the accuracy of humans. After this change, many leaders and industries realised that there was now an urgency to change.

Negotiation, Stephen KozickiStephen Kozicki17 September 2018Artificial Intelligence, Human Intelligence, NegotiationComment

I have a great Answer - who has a fantastic Question?

I love seeing successful professionals at work: watching a great tennis player return an unwinnable shot, or a swimmer come from behind to win the greatest race of her life.

It’s the same as when in a tough negotiation someone asks a great question that unlocks value, breaks a deadlock or achieves a great outcome.

Negotiation, Stephen KozickiStephen Kozicki14 August 2018Negotiation, Questions, B2B, BargainingComment

End of Financial Year: Ready, Set, Negotiate

n business, we are bombarded by information telling us that it’s the end of the financial year. Go to the mall, and JB Hifi and Harvey Norman shout at you too. We’ve even created a new word EOFY.

So what does that mean for you? Well, there are some opportunities to negotiate good deals. Why? Because you know that the other person is negotiating with a deadline and they need to get the sale.

What do we mean?

Gary Peacock, NegotiationGary Peacock22 June 2018Negotiation, TimeComment

Using Time in Negotiations

What things rob you of time on a daily basis?

Whether you are talking about a live negotiation or a major community project, there are times when you need to take decisive action. Use time, yours and others, more efficiently and effectively.

Negotiation, Stephen KozickiStephen Kozicki4 June 2018Negotiation, Time Comment

Negotiating: How can you send signals without saying a word?

Consider a typical two person negotiation: buying a house or buying a computer. Our experience shows most of these negotiations involve four major issues. For example, with a house: buy price, when to exchange money, size of deposit, what existing items in the house will be included. Or, when buying a new car: buy price, trade in value for existing car, length of warranty and what extras might be included (e.g. better audio system, rust proofing or special wheels). Whenever preparing for a negotiation we always advise you to use a planning sheet.

What is your Negotiation Style?

Everyone is individual, yet we alter our behaviour according to different circumstances. Think about the way you interact with your friends. You don’t treat all your friends the same, do you? Isn’t there someone you know who’s a bit more sensitive than most – so you have to be extra careful not to hurt their feelings. Or what about that member of the family with such thick skin that you need to be blunt?

Creativity in Negotiations Means Thinking Differently

As negotiations become ever more complex, it is necessary to find more creative solutions to make sure both parties gain value. To be creative in a negotiation you need to think differently, using your imagination to find original ideas. Here are three ways you can open your mind to be creative:

Negotiation, Stephen KozickiStephen Kozicki19 January 2018Negotiation, Creativity, Critical Thinking, Questions, PerspectiveComment

What are the three types of Negotiating No?

Every negotiator gets a No, regularly. If you don't get a No regularly, then you are too generous and leaving too much value on the table. Negotiators shouldn't be afraid of No because No helps define the limits of the current negotiation. So, what should you do when you hear No?

Gary Peacock, NegotiationGary Peacock8 December 2017Negotiation, BATNA, ConsequencesComment

Successful Negotiating Teams are well-prepared

Successful negotiating teams need to be well-prepared with solid research, 'what-if' scenarios and all the other essentials of negotiating. But they also need to be well-prepared as a team.

Negotiation, Stephen KozickiStephen Kozicki24 November 2017Negotiation, Team Negotiations, PreparationComment

Do you know the real Interests in the Negotiation?

To find out what the real interests are in your negotiation you need to follow Roger Fisher's advice: separate the people from the substantive issues.

Over the years, I have been an observer and adviser to many global negotiations with individuals and companies that fail to heed this advice, and they always fail.

Negotiation, Stephen KozickiStephen Kozicki10 November 2017Negotiation, Interests, Win-Win, Questions, ListeningComment

How does belief affect your reality when negotiating?

If there is anything that will destroy your negotiation, even before you start, it will be your belief that the other side is far stronger, wiser, bigger, has better products, or whatever.

Negotiation, Stephen KozickiStephen Kozicki13 October 2017Negotiation, Belief, Reality, Perception, ConditioningComment

How does Leadership affect Negotiation Outcomes in your Organisation?

Whether you are negotiating on the sell-side with your best accounts or negotiating with key and strategic suppliers, the leadership team needs to be clear on how suppliers can create value that flows through to your best accounts.

Negotiation, Stephen KozickiStephen Kozicki11 September 2017Negotiation, Leadership, Value, Procurement, CollaborationComment

How can you expand the size of the pie in negotiations?

To make a decision in a negotiation you need to understand what will satisfy you and what you need to do to satisfy the needs and interests of the other party. Do they value the process of expanding the pie or are they fixed on a single outcome?

Why bother with a negotiating process?

Your world is changing, and changing fast: characterised by turbulence; shifting regulations, evolving technology, economic uncertainty, and competitor movement and changing customer needs. These fast changes mean that you and your negotiation team needs to be more agile in response to these drivers.

As we continually say in our books and blogs, competitors are becoming more aggressive – favourite weapon of choice price. Customers are becoming more demanding, and shareholders are demanding increasing profits: so companies must either increase revenue or increase productivity. However, increasing revenue and productivity is getting harder.

The success of a negotiation depends on the planning and preparation done beforehand for each of the four distinct phases of the negotiation process:

Do your account managers have the capabilities for planning strategically?

Managing accounts strategically is different to managing accounts operationally. Some of the differences are highlighted in this blog.

Do you have a negotiating framework for major deals?

In B2B settings negotiations are more complex than ever before. Most companies know how to prepare for and negotiate effectively but don't have a strategy or framework when negotiating with their top 10-20 accounts. They negotiate based on who is the 'top gun' negotiator.

Why is this?