Negotiation strategy is a broad term that describes many aspects of negotiation planning. At its best, it can transform the most difficult set of negotiating circumstances with a working tool which analyses approaches, selects the most appropriate actions, and coordinates them to optimise the result. We have the tools, methodology and experience to support you, challenge you and ensure that all of the essential elements of the negotiation have been assessed and addressed. You will emerge with confidence and clarity, both of which will enable greater success in your negotiations. 

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Internal stakeholder alignment is fundamental to the success of a negotiation. Where misalignment occurs and objectives are not agreed, your team are at best left negotiating on shifting sand and at worst will deliver an unexpected or unacceptable outcome. We help ensure that all stakeholders are aligned behind the key objectives and that those objectives have been challenged and are sufficiently SMART. We will explore the breakpoints and ‘red lines’ with you, and map out escalation points to maintain alignment throughout the negotiation. 

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Successful communication is achieved through thorough anticipation and understanding of the whole negotiation process. Effectively delivered and sequenced communications will transform the outcome of the negotiation and the attitude of your counterparty to the deal, and to your organisation. We can work with you and your negotiation team to map stakeholders within your organisation and theirs, identify the most effective message to deliver and who should be responsible for its delivery. We will work with you to interpret their messaging and your responses, so that the entire team feels confident to maintain strong communications throughout the negotiation.

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Risk, in the context of negotiation, arises from uncertainty. The risk profile of any organization is different and sometimes we misperceive risk severity or likelihood. Understanding the risks that can arise during the negotiation process and during the life of the negotiated agreement is fundamental to achieving a successfully negotiated outcome. We can help your team to anticipate risks within the negotiation, assess their impact of the agreement and develop mitigation or avoidance strategies. The result will be fewer risks encountered and greater organizational clarity about how to appropriately respond to risk when it presents itself.

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Strategic planning is essential in managing your negotiations, but it is nothing without tactical planning, which enables all of the ‘moves’, responses and individual activities to be mapped out. Planning before the negotiation commences, understanding the value of the variables that you will ask for or deploy, exploring how and when to make key moves and the impact that each action will have on the counterparty, and the outcome. We will develop value analytics, move plans and tactical engagement action plans with your team to ensure that everyone understands how the negotiation will play out to its ultimate conclusion and the part that they play in its success.

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Negotiating with confidence comes from practice, anticipation and understanding the core principles of human psychology. Successful execution of the negotiation can be accomplished by understanding the impact of human interactions, personality traits and employing the art of subtle maneuvering during the negotiation meetings or communications. We can help your negotiators by crafting the words that will be used, role-playing specific interactions, designing communications or acting as a dispassionate sounding board when making difficult choices during the heat of the negotiation. This leads to greater confidence and less emotional energy being expended, or fewer emotional decisions being made when sound judgement is critical.

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