At Nalco, the decision was made to choose a solution that would not only tackle the concerns listed above but would also turn a seemingly soft skill, as negotiation is so often tagged, into a hard skill (defined as a measurable and repeatable business process). Nalco set out to build both KAM and organizational competency that would build courage, reduce variance in outcome and produce measurable impact, one deal at a time.
You can make this happen by:
• Creating a corporate-wide strategic negotiation strategy, ensuring everyone agrees on where they want to go.
• Standardizing your strategic negotiation process and language, ensuring everyone agrees on how they’ll get there.
• Completely integrating the selling and negotiating processes.
• Putting more power in the hands of the deal makers to make decisions; align internal negotiation to support and advance them, not slow them down.
If you'd like to read more about Nalco and their results, request the ROI case study now.