Accordence E-News: End of Summer 2007
When You Need a Consistent Approach for Complex Deals
Vice Presidents at one of the foremost global IT consulting firms brought Accordence their negotiation challenges and a goal of implementing a consistent negotiation approach for the firm's entire consulting staff. The firm had undergone an international merger, and these VPs identified negotiation as a core competency for the new organization. The firm's consultants negotiated complex deals in the face of stiff competition for a wide variety of services; they faced the challenge of a worsening economy and industry-wide changes. Price cutting by the competition and customer pressure to reduce costs triggered a need to focus on value. The VPs determined that the firm's skills and professional development in negotiation were hampered by the lack of a common framework and the need for an approach that matched their global profile and complex client relationships.
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Negotiating Change
Regardless of what hemisphere you are in, as the seasons change this week, we will all experience transitions in our daily routines and in the weather. How do you negotiate transitions and change? How does your organization? Here are 3 suggestions for negotiating change smoothly.
UPCOMING EVENTS:
Mastering Negotiation
Where: Stanford University Continuing Studies
When: Saturday - January 26 and February 2, 2008
Who: Grande Lum
More details to follow on this open workshop.