- Forty-eight percent of CIOs believe their budgets are inadequate.
- CIOs and IT departments are getting more involved with negotiations to reduce costs and risk.
- Confident negotiators tend to be more successful, but even confident negotiators have room to improve.
- Skilled negotiators are in short supply.
Our Advice
Critical Insight
- Improving your negotiation skills requires more than practice or experience (i.e. repeatedly negotiating).
- Creating and updating a negotiations lessons-learned library helps negotiators improve and provides a substantial return for the organization.
- Failure is a great teacher; so is success … but you have to pay attention to indicators, not just results.
Impact and Result
Addressing and managing the negotiation debriefing process will help you:
- Improve negotiation skills.
- Implement your negotiation strategy more effectively.
- Improve negotiation results.
Evaluate and Learn From Your Negotiation Sessions More Effectively Research & Tools
Start here – read the Executive Brief
Read our concise Executive Brief to find out why you should create and follow a scalable process for preparing to negotiate with vendors, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.Besides the small introduction, subscribers and consulting clients within this management domain have access to:
- Evaluate and Learn From Your Negotiation Sessions More Effectively – Phases 1-2
- After Negotiations Tool
1. Negotiations continuing
This phase will help you debrief after each negotiation session and identify the parts of your strategy that must be modified before your next negotiation session.
- Evaluate and Learn From Your Negotiation Sessions More Effectively – Phase 1: Negotiations Continuing
2. Negotiations completed
This phase will help you conduct evaluations at three critical points after the negotiations have concluded.
- Evaluate and Learn From Your Negotiation Sessions More Effectively – Phase 2: Negotiations Completed
Workshop: Evaluate and Learn From Your Negotiation Sessions More Effectively
Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.
1 12 Steps to Better Negotiation Preparation
The Purpose
Improve negotiation skills and outcomes; share lessons learned.
Understand the value of debriefing sessions during the negotiation process.
Understand how to use the Info-Tech After Negotiations Tool.
Key Benefits Achieved
A better understanding of how and when to debrief during the negotiation process to leverage key insights.
The After Negotiations Tool will be reviewed and configured for the customer’s environment (as applicable).
Activities
1.1 Debrief after each negotiation session
1.2 Determine next steps
1.3 Return to preparation phase
1.4 Conduct Post Mortem #1
1.5 Conduct Implementation Assessment
1.6 Conduct Post Mortem #2
Outputs
Negotiation Session Debrief Checklist and Questionnaire
Next Steps Checklist
Discussion
Post Mortem #1 Checklist & Dashboard
Implementation Assessment Checklist and Questionnaire
Post Mortem #2 Checklist & Dashboard