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Perpetual Motion in Negotiation: How to Integrate Negotiation Strategies into Your Account Management and Planning Activities
Author: David Atkinson, Four Pillars Consulting
Presentation Handout | March 23, 2011
Despite years of experience and training, many strategic account managers continue to miss the point when it comes to negotiation. Their focus on the face-to-face negotiation event and reliance on personal negotiation style contribute to an emphasis on the wrong part of the process. Successful negotiation has less to do with charisma and a winning personality but instead is based on rigorous planning and preparation, exhaustive exploration of the interests of each party and an approach that is congruent with the strategic importance of the relationship. Learn how to: * See negotiation as a more systematic activity that will produce greater success with internal and external relationships * Integrate negotiation into day-to-day account management * Apply a method for working jointly with non-sales colleagues * Incorporate negotiation into customers? Supplier Relationship Management (SRM) process
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