Nothing but negotiation

 

Diagnostic Service

An assessment of your organisation’s commercial landscape. The diagnostic provides statistics, analytics, qualitative and quantitative feedback, and a full evaluation of your negotiation needs.

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Testimonial

We have found The Gap Partnership consultants to be genuinely inspirational business leaders, each bring creativity, passion and insight into the negotiation process. - Sales Director

Negotiation Methodology

In terms of executing strategy and generating maximum value, the success of any negotiation relies on three key elements:

  • Effective and well defined planning and process
  • Clear strategy and escalation
  • Stakeholder alignment

Why negotiations fail

A lack of appropriate planning, process or project management will inevitably have a detrimental effect on any aspect of the negotiation. For example:

  • Timeframes can move and deadlines will not be met, resulting in value reduction.
  • If no strategy, negotiators will be unaware of the commercial variables, the best approach to maximise the deal, the strategic options, or the triggers.
  • Without pre-determined parameters and an escalation or decision-making plan, negotiations can lose impetus, be delayed and potentially conclude with unauthorised concessions.

Consultancy Model:

We operate a five-stage consultancy model:

Scoping - research, analysis, recommendation, skills analysis.

Strategy - strategy development, tactical plans, segmentation, communications planning, pre-conditioning, risk analysis & mitigation.

Tactical - tactical plans, potential problem analysis, triggers, coaching, phase flow.

Execution - advisor service and negotiation execution.

Completion - review, assessment, ROI, cost/benefit analysis, recommendations, best practice.

Project management

Effective management of the implementation (or execution) phase is core to generating the maximum value of any negotiation. A lack of management at this stage will result in time delays, reduced value gain, project slip and potential relationship management damage.

Identifying elements at risk

For negotiations to be a success, it is necessary to identify the key elements at risk. These include everything from commercial variables, un-authorised concessions and contractual compliance, to brand position, supplier relations and timeframes.

There are also a number of specific risks to consider, in terms of management alignment and commitment, as well as the skillset and execution team's capability to deliver maximum value - without training and coaching, there is the risk of early concession trading, not maximising value, and damage to the relationship.

Get in touch

We would be delighted to discuss your specific needs. You can contact us via our regional offices or via email using the link below.

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Cost efficiencies

£2.8bn

Our planning and advisory services have delivered £2.8bn in cost efficiencies

Negotiation power

92%

92% of Consulting clients discover they have more negotiating power than they initially perceived.