Get What You Need

Negotiations are often thought of as a place to wring every last penny out of the person across the table, causing competition, stress and combative emotions in all parties. Most leaders don’t make use of negotiations as breakthrough tools to create value and trust with significant stakeholders.

We use interest mapping and integrative bargaining techniques to focus all of the participants on their underlying interests. This approach generates mutual trust and unexpected valuable options.

Our clients wanted:

• Lower cost structure
• Buy a company / equipment / building without enough cash
• Hire a superstar without being unfair to current employees
• Stop fighting with an important client / supplier
• Set up a partnership that works
• Partner with a competitor for a big deal, yet protect other work

We delivered:

• Creative ways to lower costs of services / products
• Access to strategic assets that were “beyond reach”
• Healthy long-term agreements and stable partnerships
• Peace of mind instead of contract litigation
• Close, respectful relationships with vendors and customers