ABSTRACT
Different negotiation scenarios :
- Competitive i.e. zero-sum negotiations (what I win, you lose)
- Collaborative i.e. creating more value for both parties (increasing the pie)
How to move from competitive negotiation to collaborative negotiations?
Some Prerequisites :
- Flexibility
- Openness
- Sufficient joint time
- Creativity
- Willingness from both parties
What does trust mean in negotiations?
How do you negotiate without trust?
- Behaviors
Benefits of negotiating with trust?
- Risks, costs, speed, trust dividend and trust taxes
How do you create trust between two parties?
- Internal alignment
- Stakeholder mapping
- Communication (pre-conditioning)
- Appropriatie behavior
How to restore trust?
BIOGRAPHY
Jan Aerts & Adrien-Joseph Le Clef, both Partners at Impact Negotiation Group
Adrien-Joseph Le Clef, Partner at Impact Negotiation Group
A seasoned sales professional with a wealth of experience in training buyers and sellers across various industries, including FMCG and retail markets in Belgium, France, the Netherlands, and the UK. He provided negotiation training to clients at The Gap Partnership, where he also offered consultancy services. Adrien’s in-depth knowledge of buyer mindsets comes from accompanying FMCGs during year-end and summer negotiations in Belgium, Switzerland, Poland, France, and the Netherlands.
Within the Benelux and France, Adrien is the principal consultant, key in turning around commercial relationships to drastically increase their profitability.
www.impactnegotiationgroup.com
Jan Aerts, Partner at Impact Negotiation Group
Jan Aerts is a veteran negotiation consultant. He is currently a partner at Impact Negotiation Group. Jan has worked previously as CFO for Pfizer Central & Eastern Europe and as a senior negotiation consultant at The Gap Partnership. Jan has provided negotiation support to numerous FMCG suppliers in Belgium, the Netherlands and France both with local buying groups as with European buying alliances, showing a proven track record of successful negotiations.
www.impactnegotiationgroup.com
COMPANY ABSTRACT
Impact Negotiation Group
Impact Negotiation Group is a negotiation advisory solely focused on actively supporting clients with their commercial challenges.
Based on a proven approach, methodology and years of experience supporting organizations in different industries (Retail, FMCG, Oil & Gas, Private Equity, IT, Pharma & Construction), their advisors work with your teams to effectively prepare your commercial negotiations, support your teams throughout the execution of the negotiations, and if needed upskill your teams’ negotiation capabilities. Impact Negotiation Group delivers its services in: English, Dutch, French and German.
www.impactnegotiationgroup.com
