Think! Inc. takes an approach to negotiation that is radically different from that of any other negotiation firm in the world. Its success is proven in our 20+ years of negotiation consulting on over 20,000 negotiations in 47 countries. Our negotiation approach, based on the research of our founding partners, rests on two key analytical techniques for preparing and presenting value-creating offers. Find out more below.
Think! Inc. was founded in 1996 by Professor Max Bazerman of the Harvard Business School, and Brian J. Dietmeyer. VP National Sales Marriott International. Since inception, we have worked with numerous Fortune 500 customers - including Coca Cola, United Airlines, FedEx, Microsoft, Honeywell and Google.
Our web based training is designed to have immediate impact on your deals. We are not trying merely to “train” you or give you an interesting class to take: What we want is to have immediate impact and ROI on the business-to-business negotiation strategies you are facing today. You will be invited at several sections to apply the concepts to an upcoming negotiation.
The modules are as follows:
Session 1: Introduction to a new approach to negotiation called Negotiation Blueprinting
Session 2: Competitive analysis and how to combat commoditization attempts
Session 3: How to avoid concession and give-away pressure
Session 4: How to “change the negotiation conversation” from price to value
Session 5: Preparing and presenting offers that create business value
Session 6: How to put it all into practice
Negotiation Support Online offers you options for negotiation training on demand, at your convenience. View courses and print materials, paying by credit card, or contact us to purchase multiple copies for your enterprise.
An article entitled A Strategic Negotiation Process, from "Velocity", a publication of the Strategic Account Management Association (SAMA) is adapted from the book, Strategic Negotiation by Brian Dietmeyer, co-founder of Think! Inc., with Rob Kaplan, Principal of Kaplan Associates.
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and using it to guide you through your next negotiation.