Corporate Negotiation Capability
Negotiation Excellence at Scale
The most reliable and sustainable way to reduce cost, protect margins, and gain competitve advantage is to turn negotiation into an organisational capability.
Executives, salespeople, procurement professionals, account directors, project managers, and HR specialists are regularly engaged in negotiations with customers, suppliers, major shareholders, colleagues, or alliance partners.
While the result of any one negotiation may not drastically affect your company’s overall success, the cumulative effect of the hundreds of negotiations happening annually within your organization have in combination an enormous impact on your company’s market position, its strategy and bottom line.
In today's complex business environment, negotiation is more than just an individual skill—it's a critical organizational capability that can drive sustainable competitive advantage. To be successful, organizations and their teams need skills and effective real-time processes to maximize the value they create when buying and selling, capture that value in deals, avoid costly concessions, and effectively manage pricing and competitive pressures from customers and suppliers.
At Business Negotiation Academy, we leverage our unique expertise in negotiations, customer and supplier management, and change management—along with the powerful BNA Negotiation Matrix—to help companies build unparalleled business negotiation capabilities.
Our comprehensive approach to developing world-class corporate negotiation capabilities includes a thorough assessment of how your organization currently negotiates as a whole, advisory services, the definition of corporate or functional negotiation strategies and processes, and the establishment of a Negotiations Center of Excellence.
What is Your Company's Negotiation IQ?
Master the art of negotiation and transform your business outcomes
This questionnaire is designed to help the C-suite, Managing Directors, VPs of Sales, Sales Directors, Procurement Directors, Business Leaders, and Business Owners gain a comprehensive view of how their organizations and functional areas negotiate as a whole, identify gaps that erode profitability, and improve the negotiation performance of their mission-critical teams.
- More than 80% of salespeople make a price concession before closing a sale, and just a 1% price discount can decrease operating profits by 8%-11%.
- 50%-70% of a typical company's revenue goes back to suppliers, and only 13% of organizations confirm they realize all the anticipated value from supply contracts.
- A 1% decline in variable costs can result in a more than 7% increase in operating profits.
- Between 20% and 40% of the annual contract value is at stake due to how contracts are negotiated and how relationships are managed.
- 60%-80% of strategic alliances fail to deliver expected benefits and value.
- 70%-90% of mergers and acquisitions fail, with up to 90% of these strategic deals not boosting shareholder returns.
- The IACCM found that companies without standardized negotiation processes in place experienced an average net income (bottom line profitability) decline of 63.3%.
How your organization negotiates as a whole can make or break your company. Complete this questionnaire to receive a tailored report with actionable recommendations on how to create exponential growth in your business by transforming negotiation from an individual competency into an organizational capability.
WHY FOCUS ON CORPORATE NEGOTIATION CAPABILITY?
- Organizational Impact: Enhance negotiation performance across all levels and departments within your organization.
- Consistent Excellence: Guarantee top-tier negotiations in every interaction, from everyday transactions to key strategic partnerships.
- Risk Mitigation: Implement a structured approach to managing negotiation risks and maximizing outcomes.
- Value Creation: Transform negotiation from a transactional activity into a strategic lever for driving value.
- Competitive Advantage: Leverage negotiation excellence as a long-term source of competitive differentiation.
- Results-Focused Framework: We deploy the BNA Strategic Negotiation Model, which provides a results-driven framework for developing a unique, company-wide negotiation capability. It focuses on the entire life cycle of interactions between buyers and providers—from evaluation and selection, through negotiation, transition, implementation, post-deal relationship management, to subsequent renegotiation.
HOW WE CAN HELP - OUR COMPREHENSIVE APPROACH
Organizations seeking to achieve sustainable profit growth and unlock maximum competitive advantage can benefit from our unique expertise in transforming individual negotiation competencies into organizational negotiation capabilities. We deploy a highly-flexible approach when partnering with our Clients to develop world-class negotiating organizations:
1. Negotiation Capability Assessment
We begin by conducting a comprehensive evaluation of your organization’s current negotiation practices and capabilities. This process allows us to:
- Identify strengths, weaknesses, and areas for improvement
- Benchmark your performance against industry best practices
- Provide a clear roadmap for enhancing negotiation effectiveness across all levels
We work closely with key stakeholders to understand negotiation issues, challenges, processes, as well as current learning strategies
2. Advisory Services
Our team works with you to develop tailored functional negotiation strategies that align with your business goals. We:
- Design and implement customized negotiation processes and frameworks
- Create negotiation playbooks and tools specific to your business needs
- Provide ongoing support to ensure the strategy delivers long-term value
3. Negotiations Centre of Excellence
We help establish a central hub for negotiation expertise and resources within your organization. This includes:
- Developing internal training programs and curricula to elevate skills across teams
- Implementing knowledge management systems to capture and share best practices
- Ensuring your organization consistently applies high-level negotiation practices across all functions
Creating World-class Negotiating Organizations
KEY COMPONENTS OF OUR SOLUTION
1. CORPORATE NEGOTIATION STRATEGY DEVELOPMENT
We will work with you to align your negotiation practices with your overall business strategy, ensuring a cohesive approach. Our process includes:
- Defining clear negotiation principles and guidelines for your organization
- Establishing KPIs and metrics to measure negotiation success and impact
2. NEGOTIATION PROCESSES DESIGN
We design standardized processes to streamline negotiations across various types, providing structure and consistency. This includes:
- Developing decision-making frameworks and escalation procedures
- Implementing the BNA Negotiation Matrix for effective negotiation planning, preparation and engagement.
3. IMPLEMENTATION OF THE NEW WAY OF NEGOTIATING
We help you transform your organization’s approach to negotiation by delivering tailored training programs that:
- Build negotiation skills at all levels, from frontline staff to executives
- Foster a culture of continuous learning and improvement in negotiation practices
4. TECHNOLOGY AND TOOLS
We equip your team with the latest negotiation support tools and software to enhance performance. This includes:
- Leveraging data analytics to gain insights and drive informed decision-making
- Creating digital repositories for storing and sharing negotiation knowledge and best practices
5. GOVERNANCE AND SUPPORT
We establish a governance structure to ensure the ongoing success of your negotiation activities. This involves:
- Building internal consulting capabilities to support key negotiations
- Developing mechanisms for continuous monitoring and improvement of negotiation performance
WHO BENEFITS FROM IMPLEMENTING OUR CORPORATE NEGOTIATION CAPABILITY SOLUTION?
Our comprehensive approach is designed for:
- C-Suite Executives (CEO, COO, CFO,CPO, CRO)
- Chief Strategy Officers
- Heads of Corporate Development
- Human Resources Leaders
- Heads of Functions: Sales, Procurement, Service Delivery
THE BUSINESS NEGOTIATION ACADEMY ADVANTAGE
THE BUSINESS NEGOTIATION ACADEMY ADVANTAGE
What sets our Corporate Negotiation Capability Development solution apart:
- Holistic Approach: We address negotiation capability at every level of your organization, from individual skills to organizational processes.
- Customization: Our solutions are tailored to your specific industry and business objectives.
- Measurable Impact: We help you measure the impact of enhanced negotiation capabilities on your bottom line, quantifying the return on investment.
- Long-term Partnership: We don't just implement and leave. We partner with you to ensure sustainable, long-term negotiation excellence.
- Global Expertise: With more than 20 years of experience spanning 40 countries, we bring a rich array of global insights and expertise to your organisation.
TRANSFORM YOUR ORGANISATION'S NEGOTIATION CAPABILITY
In a world where strong negotiation skills can make or break your market position, can your organization afford to fall behind in this essential competency?
Contact us today to explore how our Corporate Negotiation Capability solution can elevate your organization’s negotiation approach, drive long-term value, and and secure a lasting competitive advantage.
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.