At the end of a failed negotiation too many people blame bad karma for the result. Often they failed because they got to the negotiation table too quickly. The rush was to negotiate, where it should be to prepare.
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Clearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.
Clarity is required not around the features and benefits, but around the value piece.
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Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.
During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.
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We went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.
However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.
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Farm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley. It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, http://www.camyrallynwines.com.au/ just up the road.
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Like in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
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