What are the most effective ways to keep your team focused during a negotiation?

I’m an old fashioned sales guy. There is a sales process and make sure you become great at it and stick to it. If you are in a protracted negotiation or the client wants to talk price early it means you haven’t sold the value of your offer well and the client doesn’t understand how your solution can solve their problems. Sales people that jump into the negotiating process early are not sales people, get them out of your business before they ruin your profit. Price and T&C’s will take no time to resolve if you’ve sold it well. If it’s a complex contract, understand who all the decision makers and influencers are and make sure they are all on your side. It makes it difficult for a buyer to commoditise your offer.

Sometimes saying nothing is enough, if you know the customer needs it the let them tell you why they don’t.. it shouldn’t just be about price.. knowing your worth and the product or solution will work is enough to say nothing and just wait!

Advise anyone on your team in a negotiation situation to concentrate on saying as little as possible. The more you say, the more you give away, so let the other people talk. You wouldn't be in the negotiation at all unless the other party was willing to compromise, so give them space to reveal their hand and don't be afraid of uncomfortable silences. Someone will eventually feel compelled to fill that silence and they are unlikely to do it by repeating themselves, so there is a chance they will concede some ground. Agree your position with your team before you enter the meeting, state it clearly, and then keep as quiet as you can without being rude. When you must speak, try to ask questions instead of giving answers.

Make sure to keep everyone in the team updated about the expectations from the upcoming negotiations, your team will not be focused if they start learning everything about your side of negotiations at the actual meeting; although some people may adapt immediately, some team members will need time and you don't want to lose that time during the negotiations for the adaptation. Make sure to have each team member's clear role in the team. If it is a legal colleague, for example, make sure you identify what you expect from legal standpoint. The same applies to other disciplines. Whenever having a team call, make sure that it is efficient as opposed to one-sided conversation by the head of commercial for example. This will help in team focus.

Strong negotiation skills are essential in various aspects of life, from business and career to personal relationships. Here are some secrets to achieving successful negotiations: Preparation is Key: Before entering a negotiation, research the subject matter, understand the other party's position, and set clear objectives. Know your "BATNA" (Best Alternative to a Negotiated Agreement) as a reference point. Active Listening: Please pay close attention to the other party's perspective and actively listen to their needs, concerns, and priorities. Empathy: Put yourself in the shoes of the other party. Understand their motivations, emotions, and why they are seeking the negotiation. Empathy can foster cooperation.

Negotiation is like driving towards a specific location on a specific time. Simply need to know well and remember the end location and the roads we can take to reach that. On the move, we might face some hectic traffic on the road, might face an accident, might have to take some different road,might have to pick someone urgently and suddenly, might have to drop someone or we might feel hungry and might have to manage to have some food for our energy too. However, whatever happens, we have stick to reach the location on time. Know the road… Know the destination.. assume the sudden unexpected consequences on the move… plan the time with the provisions for them.. then start to drive and make sure to reach the destination..

have a clear planning and strategy for the negotiation. What you can accept (give as concession) and what are the deal breaker for you. If necessary prepare for the negotiation with play role. Gather as much information about the other party upfront: how are negotiations like with the party, what is the communication and negotiation style, what are the interest of the other party?

A 'negotiation roadmap' that outlines our key objectives and the pathway to achieving them has proven invaluable. This roadmap guides the team through each phase of the negotiation, with planned responses for various scenarios. Regularly revisiting this document keeps the team's efforts concentrated on our critical outcomes, preventing distractions from side issues.

Ne pas hésiter à répéter avant. Savoir comment on atteint des minis résultats et essayer d’éviter un maximum de surprise. Chacun peut jouer un r?le différent. Cela a pour résultat de souder l’équipe.

In my experience, aligning on a negotiation strategy early is key. Deciding between a collaborative or assertive approach sets the tone for the entire negotiation. This choice should be informed by the counterpart's history and the broader context of the negotiation. We also prepare for different scenarios by brainstorming potential objections and counteroffers. This preparation equips the team to pivot seamlessly during negotiations, adapting to the dynamic flow of discussions.

Who is in more need of the deal? whether a particular supplier or client and strategies based on achieving best possible outcome under given circumstances. This should be the basic tenet, though it may change dynamically during negotiations.

Respectful communication goes a long way in negotiations. My approach involves actively listening and acknowledging the other party's viewpoints. This builds a foundation of trust and understanding. I also focus on restating key points and summarizing agreements to ensure clarity.

Parler ouvertement et clairement même pour cl?turer ou lever un pont est essentiel. Les non dits sont les futurs problèmes qui peuvent faire capoter une negociation

Post-negotiation reflection is as important as the negotiation itself. Conducting a team debrief to review our performance and outcomes helps us pinpoint our strengths and areas for improvement. I encourage open dialogue, inviting all team members to share their perspectives. Additionally, soliciting feedback from the other party provides invaluable insights into our negotiation approach.

It is a good practice to not overtly share the joy and sucess early before the actual deliver / performance happens. This has a risk of opening client side cards and taking supplier on over confidence trip.

Preparation, preparation, preparation. In my experience understanding our BATNA (Best Alternative to a Negotiated Agreement) and what we are trying to accomplish before the negotiation meeting is the key.

Prioritize a premortem analysis to identify and address potential challenges in role clarity and communication. You will ensure a focused and coordinated effort, minimizing disruptions during the negotiation process. Consider the following for a practical implementation: * Have individual roles for each team member been clearly defined and communicated for the upcoming contract negotiation? * How can you integrate a premortem analysis to anticipate and address any challenges related to role clarity and communication within the team? * Are there specific measures in place to ensure that the insights from the premortem are effectively applied to enhance team concentration during the contract negotiation?

Another important thing while summarizing the negotiation is what were the crucial contributions during the negotiations, who di what and how? So that this dissection helps junior team members / unmotivated team members to learn and get motivated about the nuances of negotiation.