Practical Negotiating™

Negotiating Successes   Major Manufacturer of Electronics Components Problem: Getting squeezed in a declining market. Solution: Identified needs and currencies beyond price, such as service extensions, warranties and performance guarantees.   Leading Petroleum Producer And Distributor Problem: Concerned with leaving too much on the table. Solution:  Petroleum engineers developed the skills to recognize additional needs and opportunities in their technical interactions with upstream customers.   World-wide Lighting Manufacturer Problem: Losing market share to competitors based on lack of critical differentiators. Solution: Designed and delivered value-added sales and negotiation training to their network of distributors, with overwhelmingly positive results.   Major Telecommunications Firm Problem:  Highly competitive situation in major accounts. Solution:  Interviewed the key people involved in planning and negotiating special agreements with major account customers in order to design tailored workshops on specific tactics appropriate for complex multi-party negotiations.   The Host of an Industry Carrier Compatibility Forum Problem:  Highly disruptive and ineffective meetings among competitors. Solution:  The ICCF is made up of member companies who have a vested interest in any collective decisions made. We identified the types of key players, their needs and issues, and then trained the company hosting these meetings in negotiation and meeting facilitation skills. As a result, meetings ran more smoothly and efficiently - saving time and aggravation for all parties.