KamNegotiation

KamNegotiation

Tips and analysis tools to help NAMs/KAMs negotiate with demanding buyers

Introduction to Negotiation

Essentially, negotiation is a give-and-take process whereby agreement is reached between two equal parties. The parties first state what can be contradictory demands and...

Risk Analysis in Negotiation

Conducting risk analysis on important business recommendations or actions can help anticipate and manage problems in implementation. This process can be applied to negotiation...

Adding Value to your Concessions

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical manufacturer concessions include delivering on...

Devaluing the Buyer’s Concessions

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical retailer concessions include giving extra...

How to Say “No”

During negotiation, the ‘give and take’ environment can make it difficult for the seller to say "no" to impossible requests (i.e. requests for over-rider,...

The “Art” of Signalling in Negotiation

The bargaining power of numbers in negotiation can be considerably enhanced by developing skills in the interpretation and transmission of verbal and non-verbal signals. Whilst...

Watching the “Action” in Negotiation: Signalling via Body Language

Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two thirds of the action. Body language includes any...

Key Roles in the Negotiation Team

Much of the complexity (and satisfaction!) in negotiation is caused by the need to play many different roles during the ‘give’ and ‘take’ process. Essentially,...

Keeping Check in Negotiation: Size of the Deal on the Table

Bearing in mind the need to avoid ‘piece-meal’ exchange of concessions in negotiation, it is essential to place all moves within a financial context...

Negotiating the Price

Having established a financial context for the negotiating session, it is essential to take a structured approach to negotiating the price. Essentially, having calculated a...