- 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.
- Not all negotiators are created equal, and the gap between a skilled negotiator and an average negotiator is not always easy to identify objectively.
- Skilled negotiators are in short supply.
Our Advice
Critical Insight
- Preparation is critical for the success of your negotiation, but you cannot prepare for every eventuality.
- Communication is the heart and soul of negotiations, but what is being “said” is only part of the picture.
- Skilled negotiators separate themselves based on skillsets, and outcomes alone may not provide an accurate assessment of a negotiator.
Impact and Result
Addressing and managing critical negotiation elements helps:
- Improve negotiation skills.
- Implement your negotiation strategy more effectively.
- Improve negotiation results.
Implement Your Negotiation Strategy 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:
- Implement Your Negotiation Strategy More Effectively Storyboard
1. During
Throughout this phase, ten essential negotiation elements are identified and reviewed.
- Implement Your Negotiation Strategy More Effectively – Phase 1: During
- During Negotiations Tool
Workshop: Implement Your Negotiation Strategy 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.
Understand how to use the Info-Tech During Negotiations Tool.
Key Benefits Achieved
A better understanding of the subtleties of the negotiation process and an identification of where the negotiation strategy can go awry.
The During Negotiation Tool will be reviewed and configured for the customer’s environment (as applicable).
Activities
1.1 Manage six key items during the negotiation process.
1.2 Set the right tone and environment for the negotiation.
1.3 Focus on improving three categories of intangibles.
1.4 Improve communication skills to improve negotiation skills.
1.5 Customize your negotiation approach to interact with different personality traits and styles.
1.6 Maximize the value of your discussions by focusing on seven components.
1.7 Understand the value of impasses and deadlocks and how to work through them.
1.8 Use concessions as part of your negotiation strategy.
1.9 Identify and defeat common vendor negotiation ploys.
1.10 Review progress and determine next steps.
Outputs
Sample negotiation ground rules
Sample vendor negotiation ploys
Sample discussion questions and evaluation matrix