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Published: May 21 , 2019
Author: Krishna

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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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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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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