Posts tagged Negotiation Framework

Negotiators Need a Framework and Need to be Stress Tested

Some companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”

Negotiation, Stephen KozickiStephen Kozicki10 December 2018negotiation, Simulation, Negotiation Framework, ValueComment

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?

Negotiation, Stephen KozickiStephen Kozicki28 April 2017Negotiation, Negotiation Framework, value, B2B, Negotiation Strategy Comment