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How can you help clients create value-focused negotiation mindsets?

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Negotiation is a critical skill for management consultants, as they often need to persuade clients, stakeholders, and partners to agree on solutions, resources, and timelines. However, many consultants approach negotiation with a competitive or compromising mindset, focusing on their own interests or splitting the difference. This can lead to suboptimal outcomes, missed opportunities, and damaged relationships. How can you help clients create value-focused negotiation mindsets, where they seek to understand and satisfy the interests of all parties, while maximizing the value of the deal? Here are some tips to guide your coaching and feedback process.

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Dr. Chris Fong

Council Member | Executive Director | Academia
Ash Sahi

CEO, Author and Board member

1 Assess the current mindset

Before you can help your clients develop a value-focused negotiation mindset, you need to understand their current negotiation style, strengths, and challenges. You can use various tools and frameworks, such as the Thomas-Kilmann Conflict Mode Instrument, the Negotiation Style Profile, or the Harvard Negotiation Project's Seven Elements of Negotiation, to assess how your clients approach negotiation in terms of their goals, interests, options, alternatives, standards, relationships, and communication. You can also observe or record their negotiation behavior and outcomes, and ask them to reflect on their satisfaction, confidence, and learning.

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Dr. Chris Fong

Council Member | Executive Director | Academia
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Behind every client is a human with needs! Whether he/she represents him/herself or for the business. Understanding business needs and how you can help your clients achieve the 3Vs : Visibility of brand Value enhancement ( not just add ) Values alignment ( that meets the business objectives) Follow these 3Vs it’s a guarantee you have all the boxes ticked !!!

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Ash Sahi

CEO, Author and Board member
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Happy Clients are critical to any business. A happy client will tell other clients what a great value they are getting from their supplier. An Unhappy client will tell twice as many others what a bad deal it is dealing with their supplier! So getting the right win-win negotiation with customers on the value proposition they are seeking is critical. Even if short term losses for the supplier vs the customer is ok if a long term partnership is required. Holding on to customers is a good deal for suppliers. Getting new or replacement customers is MUCH more difficult, so hang on to your customers.

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Ming Tay Foo
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Significant amount of research or homework has to be done. Get to know the company you are dealing with and the people who are going to be at the negotiation table through direct and indirect sources of information. Your team would require to understand the full picture, beginning and end goals. Also the team should always aim at win-win strategy, and the different issues at be discussed.

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2 Identify the gaps and opportunities

Based on your assessment, you can identify the gaps and opportunities for your clients to improve their negotiation mindset. For example, you might notice that your clients tend to focus on their own positions rather than exploring the underlying interests of themselves and others. Or you might find that your clients have difficulty generating creative options that can increase the value of the deal. Or you might observe that your clients tend to concede too quickly or too much, without asking for reciprocal concessions or establishing objective criteria. You can use these insights to prioritize the areas where your clients need to change their mindset and behavior.

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Ming Tay Foo
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Listening actively to the position taken by the other side to get the overall sensing of the positions, objectives and priorities. Also would be good to delay any judgment so as to seek clarification with empathy based on the other party’s interest.

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3 Provide feedback and coaching

Once you have identified the gaps and opportunities, you can provide feedback and coaching to your clients to help them develop a value-focused negotiation mindset. You can use various methods and techniques, such as the Situation-Behavior-Impact-Alternative (SBIA) model, the GROW model, the STAR model, or the Feedback Matrix, to structure your feedback and coaching sessions. You can also use role-plays, simulations, case studies, or real-life scenarios to practice and apply the value-focused negotiation skills and strategies. You can also use questions, stories, examples, or analogies to illustrate and reinforce the value-focused negotiation principles and benefits.

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4 Monitor and celebrate progress

Finally, you can monitor and celebrate the progress of your clients as they adopt a value-focused negotiation mindset. You can use quantitative and qualitative measures, such as the number of successful deals, the value of the deals, the satisfaction of the parties, the quality of the relationships, and the feedback from the counterparts, to track and evaluate the results of your coaching and feedback. You can also use recognition, appreciation, encouragement, or rewards to motivate and acknowledge your clients' achievements and efforts.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Samir V. J.

Entrepreneur-in-Residence (EIR)
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Having worked on billion-dollar contract negotiations, it seems that the word “negotiation” has become an ugly word in industry. A more realistic and pragmatic approach is one suggested by my uncle (former foreign secretary). He suggested using the “parking lot” approach, i.e. “park” the items you cannot negotiate, and move on to the items that both sides are able to agree on.

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Anish Shette ????

Strategic Development Officer, Chief Strategy Office, TDI - Deutsche Bank | Curious PhD Student at NLDIMSR, University of Mumbai | IVLP Fellow | JBIMS Alumnus
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To help a client develop a value-focused mindset in negotiations, I encourage to: Identify priorities, Understand, others, Create win-win scenarios, Focus on shared interest, Effective communication, Emphasis on long-term relationships.

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How can you help clients create value-focused negotiation mindsets?

1

2

3

4

5

1 Assess the current mindset

2 Identify the gaps and opportunities

3 Provide feedback and coaching

4 Monitor and celebrate progress

5 Here’s what else to consider

Management Consulting

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How can you help clients create value-focused negotiation mindsets?

1

2

3

4

5

1 Assess the current mindset

2 Identify the gaps and opportunities

3 Provide feedback and coaching

4 Monitor and celebrate progress

5 Here’s what else to consider

Management Consulting

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