Negotiation: Organizational Alignment of Strategy and Execution Process
A Tactical Approach To Negotiation
A global data management supplier with 30 account managers was negotiating an average of 3 deals per year in 7 countries with one of their largest customers. The buyer in Germany had pushed harder on negotiation and finalized a better deal than buyers in the other six countries. Buyers for that same customer began sourcing in Germany as they could get the same product cheaper. Other account managers matched the German price. The buyers lost trust in their respective account managers but at least began buying in their respective countries again, until local competitors beat the new, lower price and ignited even deeper global give-away wars.
This example could have happened just as easily with New York and California divisions of the same U.S. based customer organization. Organizational agreement on the guidelines for negotiation or, a negotiation strategy reduces the probability of this common event happening. This article will review the emergence of negotiation strategy and process, why they are a necessity for today’s sales force, an overview of how to build them into your organization and their benefits…….
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