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Taking Sales to a Higher Level
Relationship-
Based
Negotiating
21st Century approaches to
negotiating to build business
re...
Relationship-Based Negotiating
Effective diagnosis requires a clear understanding of
the areas for improvement. Our diagno...
For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk
www.mercuri.co....
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You need a 21st century approach to negotiation that builds business relationships and increases value. Win-win is out of date and unrealistic, so how do we progress to a zone of agreement where outcomes are achieved that both parties are ok-ok with? Complete negotiations with value for both sides and a strong relationship for the next conversation and project together.

Call Mat on +44 7572 343 341 for a simple and powerful 5 step model and stage by stage negotiation planner that can boost your professional competence and personal confidence as a negotiator and relationship manager.

http://mercuri.co.uk/how-can-mercuri-international-help

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Relationship based negotiating in the finance sector - Mercuri International

  1. 1. Taking Sales to a Higher Level Relationship- Based Negotiating 21st Century approaches to negotiating to build business relationships and increase value While most negotiation workshops focus only on the final bargaining stages and what goes on in the negotiating room, our approach recognises that success is often down to reading the relationship, holding pre-deal discussions and preparing efficiently and effectively. The Challenge We see several issues when it comes to negotiating in the many sectors that we support: Negotiations often swing between aggression and surrender. The stakes are getting higher. A number of customers have recognised that significant business value is being “left on the table”. Most people learn to negotiate informally. Few have had formal development. Negotiations need to reflect relationship strategies and take into account the bigger picture rather than being purely transactional. For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk www.mercuri.co.uk The Mercuri Solution We have developed a very effective blended solution that includes a workshop, coaching, a detailed playbook and video resources. While most negotiation workshops focus on the final bargaining stages and what goes on in the negotiating room, our approach recognises that success if often down to reading the relationship, holding pre-deal discussions and preparing efficiently and effectively. The keys to the successes we have achieved with our customers are: Good diagnosis of the real gaps between what’s happening today and the desired situation. This includes co-building the business case. Making the workshop, and in particular the case studies, very specific to the business. Engaging with leaders early on to ensure their commitment during delivery and deployment. “My preparation is much more geared to negotiation. I listen more in meetings, giving time for the customer to express themselves. I look for positive outcomes rather than just brick-walling with barriers.”
  2. 2. Relationship-Based Negotiating Effective diagnosis requires a clear understanding of the areas for improvement. Our diagnostic approaches include: Mercuri’s Online Competence Evaluator™ tool to assess the current negotiating capability of your people and compares them to ‘best in class’. Our library of negotiating capabilities make this a very fast and effective tool. SCAN self-assessment surveys to measure ‘before and after’ ability and confidence to measure the effectiveness and impact of development. Interviews with first-line and senior sales leaders. This has proved vital in identifying the real negotiating issues in the business, agreeing priorities, ensuring engagement and designing case studies. Diagnosis Design The structure of Relationship-based Negotiating is: Establish goals: Be clear about the current relationship and where you are looking to take it. Avoids “winning the battle and losing the war”. Create context: A powerful toolkit to assess the situation using 21 century negotiating concepts. Then make sure that effective and open pre- negotiation discussions take place. Form the offer: Work on variables to identify “cost to us value to them”. Agree on entry and exit points. Prepare for the negotiation. Bargain and tactics: Learn to identify and counter the most frequently encountered tactics. Use tactics in the right way. Bargain in a way that increases values and minimises concessions. Move forward: Handle the end game and the vital post-negotiation phase. Because we are working from a proven programme design, the design phase for Relationship-based Negotiating is usually limited to: Confirm what’s in and what’s out. Adapt terminology and tools to the business. Gather very specific best practice particularly in the use of variables. Create business-specific case studies. This has proved a vital part of the process and should not be under-resourced. Delivery Usually delivered as a 2 day face to face workshop (1 and 3 day options are available). Group size 8-16 with 2 trainers. Can be delivered to groups of 24 with addition of 2 observer /coaches (often drawn from the business). Major focus on live practice sessions using business-specific case studies. Ensure application by frequent action planning sessions. “I better understand the power in negotiations and appreciate the customer objectives better than previously. Additionally I approach negotiations with several options where possible as opposed to one.” For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk www.mercuri.co.uk
  3. 3. For more information please contact us on +44 (0) 330 9000 800 or email us at clientservices@mercuri.co.uk www.mercuri.co.uk Relationship-Based Negotiating Implementation is key to success and Return on Investment and it needs to be considered and designed in from the beginning. Our approaches include: Negotiation playbook and toolkit: Rich resources include checklists, templates, white papers, videoshorts, aide-memoire, coaching tools. Coaching: Coaching can be done by the Mercuri team but it is better if coaching is done by managers within the business. They can be supported by virtual or face to face coach-the coach sessions. Deployment Durability Negotiation training will only deliver sustained Return on Investment if there is a sustained change in behaviour; if the processes become an embedded part of “Business As Usual” there will be measurable change in result. In practice, this means that senior management needs to lead the change and monitor the changes. Often the KPIs will need to realign with the changed behaviours. Some processes and management practices may need to change. For example, one market leader built in a rule that any negotiation above a certain value needed to use the preparation template we developed and needed the involvement of the unit head in a pre-defined preparation process. Mercuri International is aware of the risk of creating long –term dependency so the business needs to take ownership of the changes. However, we do not walk away from projects once the delivery stage is complete and will want to work with you through deployment into durability. What does a durable relationship-based negotiating programme result in? Here are a few examples: 99% of all participants would recommend to a colleague. 95% described content as highly relevant or relevant. The 18% who said before the training they were not confident negotiating dropped to only 3%, three months after the training. Before the training, over 70% said they found it difficult to read the other side’s negotiation ploys and tactics. This dropped to under 30%. Over 100 examples of positive changes in behaviour after 3 months. Over 50 examples of RoI after 3 months e.g. • >£1m reduced exposure from one customer. • >2% margin improvement for another. • Increased income by £132k with another. “I am really delighted with the response to this programme. Without doubt, it is the most appropriate and effective programme we have delivered”
  • MatMercuri

    Apr. 28, 2017

You need a 21st century approach to negotiation that builds business relationships and increases value. Win-win is out of date and unrealistic, so how do we progress to a zone of agreement where outcomes are achieved that both parties are ok-ok with? Complete negotiations with value for both sides and a strong relationship for the next conversation and project together. Call Mat on +44 7572 343 341 for a simple and powerful 5 step model and stage by stage negotiation planner that can boost your professional competence and personal confidence as a negotiator and relationship manager. http://mercuri.co.uk/how-can-mercuri-international-help

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