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Published: Mar 12 , 2019
Author: Jayant Bhat

Most people I meet look for ways to achieve better results through negotiations. Using a college exam analogy, they want to move from, lets say, a 70% score to 90%. Negotiations are like an exam. Failure to prepare is preparing for failure! The problem is that negotiations are like an open book exam – lots of pages, lots of things to cover and not sure where to start.

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Published: Feb 08 , 2019
Author: Krishna

"I am not sure how else I can convince you of the benefits of this value proposition" - an exasperated Joseph - an Infrastructure leader with a leading IT firm- asked his Client Director - Tim- as they explored the benefits of moving the client's on-premise technology applications to the cloud platform.

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Published: Feb 07 , 2019
Author: Krishna

Imagine having to reach a destination when you know of only one route and that one is blocked! This is the situation that Arun – a Senior sales leader with a large MNC firm - was dealing with, as he spent many rounds negotiating with his client for recovering what he considers to be genuine costs incurred during a project. Arun had valid reasons for why the invoice needs to be paid but the client was not able to approve it. More arguments to persuade the client not only had no impact on the negotiations, but it also raised the overall temperature in the room!

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Achieving better negotiation outcomes

Most people I meet look for ways to achieve better results through negotiations. Using a college exam analogy, they want to move from, lets say, a 70% score to 90%. Negotiations are like an exam. Failure to prepare is preparing for failure! The problem is that negotiations are like an open book exam – lots of pages, lots of things to cover and not sure where to start.

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