The Perfect Storm

When we talk to our clients, here’s what they tell us is going on for them and their supplier/customer negotiations:

  • Price pressures. They are either having to implement or fend off multiple price increases (or both).
  • Availability. Supply has been a problem this year and continues to be.
  • Uncertainty. We have become accustomed to dealing under the environment caused by Covid 19, but how much longer will it go on, and how will things change if and when the virus has gone away? For companies dealing in or with Europe, we don’t yet know the outcome of Brexit and what disruption that will cause. For those in or dealing with the US, what difference is the change of administration going to make?
  • New World Order. The continued rise of the Asian giants, and the re-ordering of the established pecking order continues at pace.

That is what you call a perfect storm.

The need for strong negotiation skills has never been greater. To what degree are you in control of your future? How robust are your negotiation strategies? How much better equipped is the other party in your negotiations? We can help in all of these areas.

If you don’t feel like you are ahead of the curve, then you are not alone, as this is what many of our prospects tell us, but this is where we come in.

Before attending our programs, 39% of delegates tell us that they do not feel that the balance of power is in their favour in their external negotiations. We will address this for you.

The Perfect Pivot

Prior to February 2020 how many of your negotiations were conducted by video call? The most common answer is zero.

Since March 2020 how many of your negotiations have taken place in the same room as the other party? I’d be surprised if the answer was not zero.

That is what you call a pivot.

The mistakes that we see people making in their remote negotiations make a terrifyingly long list, and we’re not talking about just the basics of lighting, dress, background etc.

Your company now has a culture as to how it interacts with its external partners, which is different to how it was 12 months ago. Are you in control of this culture? Are you getting the best results from your remote negotiations? How consistent are you negotiators in their approach?

brexit, buyers, negotiation, price, sales


Dan Hughes

He has specialised in negotiation consulting since 2005, and set up his own business in 2012 bringing this expertise to businesses small and large in all parts of the world. This company - bridge][ability ltd - runs behavioural and strategic planning negotiation skills programs which transform capabilities and has a client list which includes Tesco, The FA, Fujitsu, Capita, Reiss, Take 2 Interactive (the company behind Grand Theft Auto), BBC Worldwide and Channel 4. https://www.bridge-ability.com/Home/Client-List

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