Negotiation Roadmap:
Strategic Negotiation with Major Customers, via Kamcity

Click on the links below to open new window covering the selected topic.
Download a saveable Word Roadmap checklist
to track your progress and make notes - click here

STAGE 1: Preparation

Contents

1a. The Negotiation Model

Cost/value basis of win/win negotiation

1b. Need Evaluation

Job needs by function

1c. Competitive Advantage

Objective evaluation of competitive suppliers & brands

1d. OTSW

New version of SWOT

1e. Objectives with this Customer

Criteria for effective aims

1f. Deal on Table

Measuring financial interdependence

1g. Strategic Fit

Compatibility of supplier/retailer long-term strategies

1h. Decision Making Process

Systematic evaluation of all function

1i. What the Supplier does for the Customer

Master-list of ‘gives’

1j. What the Customer does for the Supplier

Master-list of ‘gains’

1k. Supplier Competitiveness

Buyer’s view of supplier organisation

1l. Concessions

Compromises from each side

1m. Risk/Opportunity Analysis

Systematic evaluation of what could go wrong/right

1n. Compliance

What & how to measure

1o. Pulling it all together

Gameplan summary

STAGE 2: Conducting the Session (Action Plan)

 Contents

2a. Stages

Preparation / discussion/ proposing / dealing

2b. Gameplan

2c. Supplier Team

Key job-roles & needs  

2d. Customer Team

Key job-roles & needs   

2e. Venue

Selection & checklist 

2f. Information Required

 Summary key items

STAGE 3: Post Mortem

 Contents

3a. Financial Result of the Deal

 What was given, received and net gain / loss

3b. Strategic Impact of the Deal

 ‘Knock-on’ effect and implications

3c. Adjustments to Strategy, numbers etc.

Changes to numbers, priorities, etc 

3d. Rebuild Network

Deeper penetration of customer, more functions, etc 

3e. What went right

Lessons from positives 

3f. What went wrong

Lessons from negatives 

3g. Key Learnings

 Overall gains

3h. Resulting Action

Revising strategy and objectives