Our holistic approach
Negotiation is more than just a process that occurs at the end of a purchasing or sales project. We view negotiation as a holistic approach that extends throughout the entire organisation. This comprehensive approach enables companies to achieve their strategic goals more efficiently and profitably. After all, every finalized negotiation has an immediate impact on the bottom line and therefore on the success of the company.
People - Data - Structure
In strategic projects we help our clients to incorporate holistic negotiation management into their organisation for the long term, starting from the optimum interaction between People – Data – Structure:
How we guide your negotiations towards success in
collaboration with your team.
What do we mean by negotiation management?
Negotiation management is about integrating our negotiation expertise into your organisation. Our goal is to empower your negotiators to act efficiently and get the maximum from your negotiations. We do not focus on an individual negotiation project; we concentrate on a strategic approach to negotiation for the entire company.
For complex corporate structures in particular, a common understanding and clear communication are essential for continuously optimising negotiations.
Negotiation management is one of the most important tools for successfully implementing your strategies.
What process does such a project have?
We don’t bombard you with long presentations and we don’t turn your organisation upside down. We are pragmatic and we always provide you with a clear business case. Then we work with your team to create a customised plan based on a negotiation project. We execute the project step-by-step with your team to ensure that our approach will also continue to work without us in the long run.
Are projects like this only intended for the purchasing sector?
No! They also apply to sales, of course. However, purchasing is often a good starting point. Negotiation management must be viewed as a whole; which means that all departments that conduct negotiations in a company should be integrated accordingly. This is particularly true when it comes to areas where margins are low or the outcome of negotiations has a significant impact on the company’s success.
Every company has continuous internal and external negotiations. The more efficient and successful each of these negotiations is, the more successful the company is.
How can one measure the success of such a cooperation?
Needless to say, it is not possible to establish a precise 100 percent correlation between corporate success and negotiation, as a great many factors can play a role. This is why we look at several variables. For example, we compare your previous negotiation results with those after the start of our collaboration. Or we may additionally analyse the results in relation to external market influences. Another method to measure performance is the analysis of negotiation maturity. Regular surveys give us a clear picture of how the organisation has developed over a specific period of time.
PRODUCTS
A combination of online surveys and face-to-face interviews with selected negotiators at your organisation gives us an accurate picture of their maturity level in terms of negotiation. Based on this, we draw conclusions on how to further improve your negotiation organisation. The development can be measured accurately using an annual test.
The aim is to integrate our know-how into your organisation. We optimise your negotiation approach with you and accompany you in your negotiations (to a gradually lessening extent), and we train and coach your negotiators to enable them to conduct negotiations on their own. At the same time, we work with you on projects and already start to generate savings in the process.
You can have the perfect negotiation system, but the desired results will not materialise without the right mindset. This involves, for example, the right balance between toughness and fairness, or dealing with emotions. We communicate this through workshops, training and coaching, tailored to the needs of your company and your employees.