Strategic Negotiation Management
Successful Negotiations Through a Strategic Approach
Negotiations with IT providers are often complex and require both technical understanding and strategic skill. With my support in negotiation management, you can secure optimal contract terms and sustainably strengthen your negotiating position.
Typical Challenges
- Information asymmetry: Providers know their products and pricing structures better than you
- Complex pricing models: Offers that are difficult to compare and non-transparent discount structures
- Time pressure: Often tight timeframes for contract conclusions or renewals
- Technical complexity: Linking technical requirements with commercial conditions
- Negotiation tactics: Professional salespeople with sophisticated negotiation strategies
My Approach
My strategic negotiation management is based on a proven process:
- Preparation: Thorough analysis of the initial situation and definition of clear negotiation goals
- Market research: Determination of benchmarks and market-standard conditions
- Strategy development: Development of a customized negotiation strategy
- Negotiation management: Professional execution or support of negotiation talks
- Follow-up: Documentation of results and ensuring implementation
Scope of Services
- Negotiation preparation: Analysis of the initial situation and development of a negotiation strategy
- Offer evaluation: Detailed review and assessment of provider offers
- Negotiation support: Assistance in negotiation talks as an advisor or active negotiator
- Negotiation training: Coaching your team for future negotiations
- Documentation: Professional follow-up and securing of negotiation results
Your Benefits
- Better conditions: Average savings of 15-30% compared to initial offers
- Stronger position: Balancing information asymmetry through expert knowledge
- Time savings: Efficient negotiation processes through structured approach
- Risk minimization: Avoidance of unfavorable contract clauses
- Knowledge transfer: Your team learns successful negotiation strategies for future discussions
Case Study
When renegotiating an ERP maintenance contract for a medium-sized company, I was able to achieve a 22% reduction in annual maintenance costs. Additionally, improved service level agreements and flexible scaling options were agreed upon, giving the client long-term planning security.
Let’s Prepare Your Next Negotiation Together
Contact me for a non-binding initial consultation where we can discuss your upcoming negotiations and develop initial strategic approaches.
