Even with a well-crafted value argument and solid customer motivation to get a deal done, the whole process can unravel if negotiation leadership and teamwork are absent. The most effective “tactic” in your arsenal is a unified team. Selecting your team, involving all key players in planning, and maintaining group discipline begin the teamwork that will hold your important deal together.
In our decades of helping clients manage and win complex deals, we have seen five key teamwork principles that are critical to getting the win/win negotiation outcomes you desire.
1. Recognize Varied Motivations, Both Internally and Externally
Everyone has specific reasons for acting as they do. (For example, the other side may stall negotiations if they think you are in a revenue bind, hoping to extract price concessions.) Lay the necessary groundwork by considering both the organization-level and role-based motivations of the other side. Read more