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Why Improving Negotiating Skills Is Important: Why Improved Negotiating Skills are a "Must-Have" in an Increasingly Complex and Competitive Global Marketplace
Are members of your organization or association intimidated by the negotiating process? Do they have the process, training, experience, expertise, and skills to negotiate a Win-Win outcome?
If members of your organization or association aren't better negotiators than their counterparts, then they are probably making more concessions than they need to, thus leaving hard-earned money or value on the table. Money that your organization can use to expand operations ... invest in marketing and sales to capture a larger market share ... increase shareholder dividends and employee benefits ... and potentially strengthen its financial security.
Customers, strategic accounts, and clients may have significant market power – and they may use their "situational power" during their negotiations with their suppliers. Customers have invested in honing their employees’ negotiating skills, thus making your salespeople work harder (and getting salespeople to make costly concessions and include "extras") for what is often not a mutually beneficial Win-Win outcome. Customers are effectively using the request for quote, request for proposal, request for information, tender, and bidding process to their advantage – making sellers believe it is an "all or nothing" process – so there is no way they can influence the outcome since price is considered the only decision-making criterion.
Some suppliers have developed a "take it or leave it" attitude. With the ongoing consolidation of companies in many industries, buyers are seemingly left with no choice but to give in to the terms and conditions imposed by some suppliers.
Competitors are becoming much more sophisticated and advanced in their approach to negotiations. They are becoming savvier at negotiating, cutting undisciplined deals that give them bigger gross sales revenue and securing large pieces of business through multiple-year, exclusive supply agreements and contracts.
Understanding the full value of what your organization has to offer and how to best represent that value is critical to profitability and arriving at your desired result. With Michael E. Sloopka’s and negotiatingcoach.com™’s teaching and coaching expertise, members of your organization will negotiate based on true value – and they will continue to benefit from this lasting knowledge long after the negotiations have concluded.
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