Why Should You Negotiate for Data?

Why Should You Negotiate for Data?

Next time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image.  This company will use these images to train Artificial Intelligence to analyse images automatically.  How much will you sell them for?

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What is your risk-taking style when negotiating?

What is your risk-taking style when negotiating?

There are two main risk-taking styles on the continuum. It is important to know your basic style, as it has a great impact on your willingness to take risks during a negotiation. But, regardless of your personal style, you will move along the continuum and back again during a negotiation.

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Do you have a negotiating framework for major deals?

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?

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How can you become a successful negotiator? (Part 1 - Types of negotiation)

How can you become a successful negotiator?      (Part 1 - Types of negotiation)

To be a successful negotiator you need to understand that a negotiation can only take place when everyone involved thinks they will get some benefit from the transaction. Both sides want to be in on the deal and all will influence the outcome.

To be successful you must:

  • Analyse the negotiation and choose the best approach
  • Be well prepared
  • Pay careful attention to detail
  • Be creative

In essence - be a TOP negotiator.

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