How can you become a successful negotiator? (Part 3: Principles of Negotiation)

In a previous blog, we looked at the outcomes of negotiation. To reach these outcomes you need to take into account your own principals and those of the parties with who you are negotiating.

Negotiation, Stephen KozickiStephen Kozicki3 March 2017negotiation, Principles, Agenda, Planning, Preparation, Walk-awayComment

How do you compete in tough markets?

Imagine you are in an Australian industry with about 200 competitors, how do you compete and grow? Back in 2001, that's the problem faced by John Casella of Casella wines. He quickly concluded that he needed to be more strategic than his well-resourced competitors.

But how did he do it?

Account Management, Gary PeacockGary Peacock3 February 2017Competition, Value, Competing on Value, Strategy, PlanningComment

How can you become a successful negotiator? (Part 2 - Outcomes of negotiation)

In a previous blog we looked at the types of negotiation, but it is equally important to choose your outcomes before you begin negotiating. Let's take a look at the different outcomes.

Amsterdam in March or Chicago in May?

As the year begins we start to plan. On my desk when I arrived back at work was a brochure. A brochure for the Strategic Account Management Association (SAMA) conferences.

SAM is helping some of the best performers in markets deliver faster growth and higher profits. At the same time SAM is building stronger strategic relationships which uncovers more sales opportunities and makes their competitive position even stronger.

Negotiation, Sugar and Focus!

Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.

During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.

Stop and Think [The Flood, the bridge, the helicopter and a hat stand.]

You will at times have problems with your major accounts or an issue will arise at a critical negotiation; re-think your approach and frame your response in possibilities and not what can’t be done.

Prepared Negotiators are problem solvers. Do you look for solutions!

We went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.

However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.

The Agile Negotiator!

Farm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley. It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, http://www.camyrallynwines.com.au/ just up the road.

Fire, Ready, Aim!

Before confronting someone you want to persuade to take a different view of the world whether it’s your parents, or a key customer or supplier: take a deep breath. Most people have fallen into the speed trap when wanting to influence someone else and jumped in too quickly without really preparing their message.

Persuasion, Stephen KozickiStephen Kozicki20 February 2015Speed, Haste, Persuasion, Planning, Framing, Competitive ThreatComment

The Year of the Goat and your top accounts

Welcome, and yes we are now in the Year of The Goat and the goat comes 8th in the Chinese zodiac calendar.

Most searches of the meaning of the year of the goat is centred on people who are calm, well-mannered and live peaceful existence. The Year of the Goat will be anything but calm and peaceful for you and your strategic accounts.

Negotiating: Have you missed the bus? [Identify Business Priorities]

When consulting on the toughest negotiations, we often see our client has missed the bus. Have you missed the bus: do you know the other parties’ problems and business priorities? ...