Negotiation & Dealmaking
Whether you sell, buy, form partnerships or resolve conflicts, the value you create can be won or lost in a single negotiation. Our Closing Deals Profitably approach helps people prepare more effectively, negotiate more confidently and keep improving — so both sides want to implement what they agreed.
Who it helps
We work with three main groups, each with its own pressures:
- Sales and client-facing professionals, where profit is captured — or lost — at the end of a long sales process.
- Executives and business owners facing strategic deals, partnerships, acquisitions or demanding stakeholders.
- Sourcing and purchasing professionals balancing price, quality, continuity of supply and supplier relationships.
What we work on
Preparation and planning
Analyse the people involved and their interests, set clear goals and limits, and build a list of variables you can trade.
Interests and trade-offs
Understand what matters to the other side, avoid giving concessions without return, and structure proposals that make the value visible to both parties.
Conducting the negotiation
Keep control of the process, handle hard bargaining and deadlock, and align your own team so nobody gives away value unexpectedly.
Difficult people and situations
Recognise how emotions and biases affect decisions — yours and theirs — and respond to aggressive tactics without losing sight of your objectives.
Review and improvement
Review outcomes after each important negotiation, and turn the lessons into better preparation next time.
How an engagement can work
- — Programmes are adapted to the participants' real negotiations and industry.
- — Participants practise in a safe setting, using cases and their own situations, with self-evaluation and coaching.
- — Executive programmes can be run for peers only, focusing on the dual role leaders play in strategic negotiations.
- — Follow-up support helps teams prepare for specific upcoming negotiations.