Strategic Negotiations
Mastering High-Stakes Negotiations
Transform Negotiations into Strategic Advantage
BNA STRATEGIC Negotiation Training: Unlock the Full Potential of Your High-Stakes Deals
Empower your teams with elite-level negotiation capabilities to ensure that high-risk, complex, long-term, and cross-cultural negotiations are managed effectively through the application of best-in-class business negotiation practices. In today’s business environment, the success of mergers, acquisitions, strategic partnerships, and outsourcing agreements depends not just on securing the right deal, but on managing the relationship to ensure the full value is realized.
Why BNA Strategic Negotiation Training? The Deal-Making Reality:
What percentage of your deals deliver 100% of their intended value? How much revenue and profit should your organization be generating but isn’t?
- 70% of strategic alliances, partnerships, and M&A deals fail to realize their intended contract value.
- 75% of outsourcing agreements are renegotiated before the contract ends.
- Only 13% of organizations confirm they realize all the anticipated value from supply contracts.
There is a lot of value (10%-30% of annual contract value) at stake based on how deals are negotiated, governed, and how relationships are managed.
At Business Negotiation Academy (BNA), we challenge the conventional “deal-making mindset” in long-term, high-value agreements. Signing a contract is only the beginning—ensuring the success of these deals requires a strategic approach throughout the life of the agreement. With our BNA Strategic Negotiation Framework, your team will be equipped to deliver consistently higher-value agreements that are more likely to be successfully implemented, driving real, measurable results for your business.
What Our Strategic Negotiation Training Offers: Value Creation at Every Stage
Our Strategic Negotiation Training is built to enhance your team’s ability to negotiate effectively in high-stakes deals. It’s not just about securing the best price or terms but ensuring that the deal creates long-term value for both parties and is fully implemented to achieve its intended goals.
Key Benefits of Our Strategic Negotiation Training:
- Maximize Deal Value: Ensure that every agreement reaches its full potential, delivering the intended financial and strategic value to your organization.
- Long-Term Success: Develop strategies to manage relationships over the life of the deal, from contract signing through implementation and ongoing governance.
- Effective Stakeholder Management: Learn to navigate the complexities of cross-functional teams, cultural differences, and stakeholder expectations in long-term, multi-issue negotiations.
- Full Control with the BNA Negotiation Matrix: Our proprietary BNA Negotiation Matrix gives your team complete control over the negotiation process. It allows you to plan, execute, and review negotiations thoroughly, maintaining leverage and confidence, even under pressure.
- Reduced Renegotiation Risk: Equip your team with the tools to minimize the likelihood of renegotiations by ensuring that all terms are implementable and sustainable from the outset.
How We Deploy Our Training: Step by Step APPROACH
Our BNA Engagement Model ensures that our training is tailored specifically to meet your organization's strategic needs. We focus on building negotiation capabilities that deliver measurable improvements and long-term success.
Step 1: ASSESS
We begin with a deep dive into your current negotiation processes, challenges, and opportunities. We work closely with your team to identify gaps that are eroding value and pinpoint areas for improvement.
Step 2: CREATE
Using our BNA Strategic Negotiation Framework, we design a fully customized training solution that addresses your unique business needs. Our program includes practical tools and strategies to enhance your negotiation capability, tailored specifically to the challenges your team faces in high-stakes, long-term deals.
Step 3: DELIVER
We embed the new approach into your organization through interactive workshops, real-world simulations, and one-on-one coaching. Our hands-on training ensures that your team can apply their newly acquired skills to live negotiations with confidence.
Step 4: SUSTAIN
To ensure long-term success, we provide ongoing support through continuous coaching, access to our Negotiation Academy (an online learning platform), and reinforcement tools to keep your team at the top of their game.
Creating World-class Negotiating Organisations
Key Objectives: 9 Reasons Why You Should Choose the BNA Strategic Negotiation Training
Our Strategic Negotiation Training is designed to address the specific challenges organizations face in high-stakes, long-term deals, and to equip teams with the tools, frameworks, and strategies needed to excel. These are the core objectives of our program:
1. Capture Full Value Across the Deal Lifecycle
Our training ensures that your organization is equipped not just to negotiate favorable terms, but to capture and retain the full intended value of every deal. This means optimizing outcomes from the RFP and evaluation stages, through formal negotiations, transition, implementation, and post-deal management. Our focus is on ensuring long-term profitability and value creation, even as business conditions evolve.
2. Develop Advanced Strategic Negotiation Skills
Equip your team with advanced negotiation capabilities that go beyond basic tactics. We focus on complex, multi-issue negotiations involving numerous stakeholders and high-value, cross-border deals. This includes mastering techniques such as stakeholder management, framing and reframing, and leveraging influence to gain the upper hand in negotiations.
3. Build Long-Lasting, Value-Based Relationships
In strategic deals like mergers, acquisitions, and long-term partnerships, the relationship with the counterparty is often as important as the terms of the deal itself. Our training emphasizes the importance of fostering strong, value-based relationships that endure over time. Your team will learn how to balance competitive and collaborative approaches, ensuring mutual success and reducing the risk of disputes or renegotiation down the line.
4. Improve Deal Governance and Execution
Successfully managing a deal doesn’t end at signing the contract. Our training equips teams with governance tools to ensure that agreements are executed as planned, and value is preserved during the implementation and transition phases. This includes ensuring accountability, monitoring performance against SLAs, and adjusting strategies to handle emerging challenges during the course of the relationship.
5. Mitigate Risks and Navigate Complex Negotiations
In high-value, long-term deals, risks are inevitable. Our training helps your team develop the skills needed to identify and mitigate risks throughout the negotiation process. This includes learning how to navigate complex negotiations involving multiple stakeholders, cross-cultural considerations, and unforeseen challenges.
6. Align Internal Stakeholders and Cross-Functional Teams
Strategic negotiations often involve multiple teams across different functions, from sales to procurement to operations. One of the key objectives of our program is to foster alignment within your organization, ensuring that all internal stakeholders share the same goals and approach. This alignment is critical to achieving successful outcomes, especially in negotiations that require ongoing collaboration between different departments.
7. Drive Consistent, Repeatable Success in Strategic Negotiations
We aim to develop institutional capabilities that enable your organization to approach every strategic negotiation with confidence, control, and consistency. Through our process-based approach, your team will learn how to create a repeatable negotiation framework that delivers value time and again, ensuring long-term success across all your high-stakes deals.
8. Enhance Negotiation Preparation and Execution with the BNA Negotiation Matrix
Preparation is key to any successful negotiation. Using the BNA Negotiation Matrix, your team will learn how to thoroughly prepare for each negotiation, assess power dynamics, and map out the most effective strategy. This tool ensures that every negotiation is approached with clarity, control, and precision, enhancing both the preparation phase and real-time execution.
9. Foster Continuous Improvement and Post-Negotiation Review
Our training doesn’t just focus on the negotiation itself but also emphasizes the importance of post-deal review and continuous improvement. Your team will learn how to assess the success of each deal, identify areas for improvement, and refine strategies for future negotiations, ensuring that your organization is constantly improving and evolving its negotiation capabilities.
These objectives ensure that your team is equipped to handle the most complex and high-value negotiations, consistently delivering results that exceed expectations. With our BNA Strategic Negotiation Training, you can rest assured that your organization will not only secure better deals but will also ensure that those deals deliver maximum value over time.
Programme Structure
Our Strategic Negotiation Training Program is designed with flexibility and customization in mind to meet your specific needs. The structure typically includes:
- Instructor-led workshops (2-3 days) focusing on real-world application of negotiation strategies.
- Interactive role-plays and simulations to practice advanced negotiation techniques in a safe, high-stakes environment.
- Individual and group coaching sessions to provide targeted feedback and reinforcement.
- E-learning modules and virtual learning to ensure ongoing development.
- Follow-up sessions and long-term reinforcement to sustain and deepen the skills learned.
Who Is This Training For?
Our BNA Strategic Negotiation Training is specifically designed for professionals and cross-functional teams who are involved in high-stakes, long-term, and complex negotiations. These professionals are responsible for securing deals that shape the future of their organizations and managing relationships to ensure maximum value is realized over time. This program is perfect for:
C-Level Executives and Senior Leaders (including CEOs, CFOs, and COOs)
C-level executives are often responsible for overseeing mergers, acquisitions, strategic partnerships, and high-value contracts that impact the organization's long-term growth and profitability. They need to ensure that these critical deals align with the company’s strategic objectives and deliver maximum value over time.
Benefits:
- Enhanced decision-making in high-stakes negotiations, ensuring that strategic goals are achieved.
- Full control over complex, long-term deals, using advanced tools like the BNA Negotiation Matrix to navigate challenges and maintain leverage.
- Improved stakeholder management, ensuring internal alignment and minimizing risks during and after deal execution.
Cross-Functional Teams (including Sales, Procurement, and Legal)
Strategic negotiations often require collaboration across different departments, including sales, procurement, and legal. These teams must work together to negotiate deals that benefit the entire organization, while also ensuring that contracts are legally sound, financially viable, and aligned with the company’s operational goals.
Benefits:
- Stronger internal alignment and collaboration between sales, procurement, and legal teams, ensuring that everyone is working toward the same objectives.
- Streamlined negotiation processes, making it easier for cross-functional teams to navigate complex negotiations involving multiple stakeholders.
- Increased efficiency in managing long-term deals, from initial negotiations to contract implementation and ongoing governance.
Procurement and Supply Chain Leaders (including Chief Procurement Officers and Category Managers)
Procurement and supply chain leaders are responsible for negotiating long-term supplier agreements and managing supply chain relationships that are critical to the organization’s success. Their role requires them to secure favorable terms while ensuring that suppliers deliver on their commitments over the life of the contract.
Benefits:
- Improved supplier negotiations, enabling procurement teams to secure more favorable terms and long-term value.
- Stronger supplier relationships, built on a foundation of trust, collaboration, and mutual benefit.
- Reduced renegotiation risk, ensuring that contracts are designed to be sustainable and deliver the intended value over time.
Sales Teams and Account Managers (including Sales Directors and Key Account Managers)
Sales teams are responsible for negotiating strategic partnerships and long-term agreements with key clients. In these negotiations, they need to balance competitive pricing with value creation, ensuring that the deals they secure are both profitable and sustainable for the company.
Benefits:
- Increased deal profitability through better pricing strategies and value-based negotiations.
- Improved client relationships, with a focus on long-term collaboration and mutual success.
- More consistent deal closure, with stronger preparation and execution strategies that deliver favorable terms while protecting margins.
Operations and Implementation Teams (including Service Managers and Project Managers)
Operations and implementation teams are responsible for ensuring that the terms negotiated in strategic deals are fully executed and that the value of these deals is realized over time. This often includes managing service delivery, ensuring compliance with SLAs, and overseeing the transition from negotiation to implementation.
Benefits:
- Improved contract execution, ensuring that negotiated agreements are implemented successfully and deliver the intended value.
- Better risk management, with tools to navigate challenges during the implementation phase and ensure that all parties meet their contractual obligations.
- Enhanced ability to adapt to changing circumstances during long-term deals, ensuring that contracts remain relevant and beneficial throughout their duration.
Legal and Compliance Teams
Legal and compliance teams play a critical role in ensuring that all negotiated agreements are legally sound and that the organization remains compliant with regulations throughout the lifecycle of the deal. Their involvement is key in structuring deals that are both enforceable and flexible enough to handle potential future challenges.
Benefits:
- Stronger contract structures that protect the organization from legal risks and ensure that agreements are enforceable and compliant.
- Improved risk mitigation, ensuring that contracts are designed to anticipate and address potential legal and compliance challenges.
- Greater alignment with other departments, ensuring that the legal aspects of a deal support the company’s broader strategic and operational goals.
Project and Program Managers (including GPMO and Transition Managers)
Project and program managers are often responsible for overseeing the successful implementation of strategic agreements, ensuring that all parties meet their obligations and that the intended value of the deal is realized. They need to manage resources, timelines, and relationships to keep projects on track.
Benefits:
- Improved project execution, ensuring that strategic agreements are delivered on time and within budget.
- Better resource management, enabling project managers to allocate resources effectively to meet the requirements of long-term deals.
- Enhanced relationship management, ensuring that all parties stay aligned and collaborative throughout the life of the deal.
Benefits for All:
Regardless of role, participants in the BNA Strategic Negotiation Training will gain:
- Advanced strategic negotiation skills tailored to handle complex, long-term, and high-stakes deals.
- Full control over the negotiation process, leveraging the BNA Negotiation Matrix to manage every aspect of negotiations and implementation.
- Enhanced collaboration and communication between internal teams and external partners, ensuring deals are aligned with organizational goals.
- Reduced risk of renegotiation or deal failure, ensuring that agreements are designed to deliver value over the long term.
Unlock the Full Value of Your Strategic Deals
Don’t let your high-value, long-term deals fall short of their intended goals. Partner with Business Negotiation Academy and transform how your organization approaches strategic negotiations. With our BNA Negotiation Matrix and customized approach, you’ll gain the tools needed to consistently secure and realize the full value of every deal.
Contact us today for a free consultation and start unlocking the true potential of your strategic agreements.
BNA Services
Craft Deals, Build Relationships, Create Value
WHY Business negotiation academy
20 years
10,000+
40 COUNTRIES
my name is
Michael Zieba
Negotiation Strategist
I'm the founder of Business Negotiation Academy, where we transform how organizations approach negotiations. Whether you're looking to improve your personal negotiation skills, enhance your team's capabilities, or build a world-class negotiating organization, we're here to help.
Our comprehensive services include negotiation training, consulting, and coaching, all designed to deliver measurable results. I invite you to explore how we can help you unlock the power of strategic negotiation in your business. Let's start a conversation about elevating your negotiation capabilities and driving your business success.