Negotiation coaching using the Negotiation Compass® method
Programme objectives
Real financial benefits
The programme increases the effectiveness of negotiating prices, margins and contract terms while maintaining long-term partnerships. Success criteria for our clients:
- ROI: min. gross margin (GM) increase of 3 p.p., revenue increase of 3%-8%
- Risk management: decrease in the number of commercial disputes and escalations
- Cash flow: reduction of DSO by 15 days, extension of DPO by 15 days
Leaders negotiate contract provisions in an informed manner, reducing the risk of penalties, disputes and adverse liabilities. Success criteria for our clients:
- ROI: decrease in unplanned loss of contracts (CL)
- Risk management: a reduction in the cost of contractual penalties, claims and legal disputes
- Cash flow: reducing cash flow variance (CFV)
Clear strategies and interview structure accelerate the agreement of terms and conditions and the finalisation of contracts. Success criteria for our clients:
- ROI: increase in negotiating effectiveness by 30%
- Risk management: decrease in the percentage of lost transactions in long processes (DDR)
- Cash flow: reduction in time-to-cash by 15%
The company operates according to uniform negotiating principles, which improves the quality of decisions at all levels. Success criteria for our clients:
- ROI: increase in the repeatability of negotiation results by 15%-25%
- Risk management: reduction of contractual errors and decision exceptions (CER) by 20%-40%
- Cash flowimproving the accuracy of the forecasts of receivables and payables (FCA)
The organisation recovers value on existing contracts without the cost of acquiring new customers or suppliers. Success criteria for our clients:
- ROI: EBITDA growth of 2%-5% on a portfolio of existing contracts
- Risk management: reducing contractual conflicts
- Cash flow: improving current cash flow (OCF) by 5%-10%
Negotiation becomes a strategic tool to support business and market objectives. Success criteria for our clients:
- ROI: increase in long-term contract value (CLV) by 10% - 20%
- Risk management: reducing the concentration of revenues or purchases on single partners
- Cash flow: greater stability and predictability of cash flows (CFP) over a 12-24 month horizon
Programme description
We combine an individual online self-assessment, a three-day intensive workshop for up to 8 participants and the E-360 Individual Negotiator Profile to turn negotiation practice into tangible decisions that drive your business growth.
Work format
- 35 hours of practice and 360 feedback based on video of your negotiations
- Structured preparation for negotiations and the use of AI for white economic intelligence
- A rotation of negotiating roles and tasks that will enable you to see the negotiation process from four perspectives
- Individual coaching of each programme participant
The Eveneum® Authentic Negotiation Compass Method
Simple things are most effective in business. Complicating takes you further away from closing the deal. Our proprietary Eveneum® Negotiation Compass method qualifies each negotiation according to the key of four business situations:
- Bargaining - outcome here and now - one-dimensional negotiations
- Exchange of concessions - something for something - maximising benefits for both parties to the discussions
- Relationship building - long-term cooperation - team negotiation and information management
- Value creation - partnership for years - JV agreements and negotiation of terms of cooperation
Before negotiating, ask yourself:
- What do you want to achieve?
- What business situation are you currently in?
Then match the strategy to the situation at the negotiating table to:
- Save your most valuable resource, time, while achieving your organisation's objectives
- Build long-term partnerships based on trust and innovation
Effect
Upon completion of the programme, each participant leaves with an action plan and clearly defined progress indicators recorded in our proprietary Individualized E-360 Negotiator Profile.
Each participant in the workshop becomes a member of the Eveneum community of negotiators. They can count on our support to further improve their negotiation skills in the form of individual work through:
- original series Negotiating Shadow
- practice with Negotiating sparring partner Eveneum
Highlights
- Conflict and fairness - opportunities and threats
- Emotions in negotiations
- Moore's conflict wheel
- Ego and personality of negotiators
- Building authority and strength
- Non-verbal communication
- Negotiation Planner
- Information meeting - who, why, when
- The role of the supervisor and delegation
- Who to prepare with, who to take to the meeting
- „Power statement” - strong opening
- KaplanCooperGordon & Kraljic - looking from the partner's perspective
- „Selling” a position versus negotiating
- Concession trading techniques
- Effective questioning
- Positive reinforcement of the message
- Recognising manipulation and defending against it
- Effective conversation starters and closers
- „BackDoor Selling” - protecting information
- Negotiation corresponding to a business relationship
- Negotiations with trade unions
- Managing a negotiating team at an impasse
- Techniques to reinforce messages in crisis disputes
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
21 years of experience in project and strategic procurement. For 11 years he has been co-owner of Eveneum, a company specialising in consultancy and training for procurement in industries requiring relationship building and trust between partners. His speciality is supporting clients in project procurement and early engagement of suppliers and the procurement department in development work. He carries out projects such as contract negotiations, supplier searches and negotiating terms and conditions on behalf of clients. Speaker at national and international procurement conferences. Lecturer of the procurement faculty at the Jagiellonian University.
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