Negotiating a big deal?

We help companies close more deals more profitability!

Did you know:

• 45% of contracts did not deliver expected deal value*
• 44% decline in trust between negotiation counterparts in the last 2 years*
• 25% of companies are extremely dissatisfied with the relationship they have with their customer or supplier.*                                 *2009 IACCM Report

If your company is experiencing deal erosion, a decline in trust or a poor relationship, your company is not alone. Almost half of the companies surveyed by the IACCM did not believe their deals delivered the expected value. Why? Business people are using antiquated negotiation tactics in modern negotiation situations.

Today, customer-supplier relationships are global, complex and interdependent. The skills your negotiation team used to negotiate yesterday’s contracts simply will not work to negotiate tomorrow’s deal. Without a trusting relationship, companies include stiff penalty clauses in their contracts, engage in hardball negotiation tactics and fight endlessly over price reductions. The result? Deal erosion over time for both the customer and the supplier, meaning both companies are getting a whole lot less value from the deal than expected.

And, most business people are significantly under-prepared to negotiate in today’s global supply chain. Many companies have not recognized that contract negotiation skills are a critical competency in an increasingly global supply chain.

We work with companies who are frustrated with the results of their customer/supplier contract negotiations. Clients hire us when their relationships start to suffer in a misguided pursuit of short-term profit. What our clients really want is more value and better outcomes for their end users and customers. For more information about who we work with, follow this link.

We understand what it takes to navigate these complicated relationships. In fact, Jeanette Nyden has written extensively on this topic. Ms. Nyden is the author of Negotiation Rules! A Practical Approach to Big Deal Negotiations. (Read about Negotiation Rules!) and the co-author of The Vested Outsourcing Manual (read more about The Outsourcing Manual).

If you are ready to improve your organizations’ negotiation performance, browse our training and coaching services. If you would like to know what our clients say about our services, read these Quick Case Studies.

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To schedule a free 1 hour consultation, call 206-723-3472 or email info@jnyden.com