Your results are only as good as your preparation. I can prep your team to walk into a negotiation more ready than they’ve ever been.

Team Selection

A key task when preparing for an important negotiation is assembling a great team and choosing its members appropriately. I’ll lead you through interviews and assessments to assure your team has the proper balance of skillsets, experience and sincerity to achieve the best possible outcome.

Intelligence Gathering

Without accurate background information on the other party’s strategy, agendas, management, and tactics, you’re negotiating in the dark. I help your team conduct due diligence to gain targeted intelligence. This arms you with the edge you need to ensure your success during preparation and the negotiation process.

Negotiation Planning

A common mistake in negotiation is inadequate planning. Many teams that think they’re prepared haven’t even scratched the surface of what’s possible. I’ll steer your team through a complete planning process: objectives, tactics, strategies, risks, alternatives, timing, positioning for advantage, best and worst scenarios, and dealing with tactics from the other side.

Negotiation Preparation

This hands-on training is intensive and rigorous. I rehearse your team, video tape them and provide expert feedback. We role-play first within the team, then with mock opposition. This builds awareness, judgment, and confidence. Your team will be prepared to the point that nothing catches them off guard, nothing arises that they have not planned for, and they are confidently in control of the situation.

The Negotiation

With strategy set, preparation completed, and skills rehearsed, you’re ready to move to the negotiation table. I am able to quietly coach the team "behind the scenes", or to actively direct them with real time participation and guidance through the negotiation process. I will make sure you achieve the outcome you seek.

Bob’s coaching made an immediate and significant impact on Verifone. His ability to customized his content to fit our unique environment... improved the bottom line and increased sales force confidence.
— -Robert Bergman, Ph.D., Manager of Performance Systems - Verifone, Inc