Practice tactical excellence in negotiation to secure the right deal & price.
How big is your piece of the pie? The pie metaphor is often used in negotiation and business. It is useful because every negotiation is zero-sum at some point. That means as one party’s piece of the pie gets larger, the other party’s piece gets smaller. Through understanding what drives our value and finding more and better options we have focused on creating more value. So the pie may be bigger; however, we still have to divide it. A win-win approach to negotiating can be productive, but as the negotiation moves forward, it is your job to get the most value for your side. This white paper, model 4 in a 4-part series, reviews this approach acknowledging that the other party can be expected to do the exact same thing.
Agenda
Faculty
Jack Quarles
Jack Quarles
- Three-time Amazon #1 bestselling author; winner of three North American Book Awards and the 2018 Independent Press Award for Leadership; books translated into Chinese and Korean
- Negotiation trainer in Europe and U.S. Trained companies including Harley-Davidson, Safeway, NIH, Tiffany & Co, College Board, Foot Locker, Kimberly-Clark, as well as hundreds of smaller companies
- As expense management consultant, has saved companies tens of millions of dollars including 7-figure savings in Marketing, Information Products, Software, and Services
- Negotiated multiple outsourcing projects, leading to cost savings and better performance
- Co-founded Expense Management company Xigo, sold to Dimension Data
- Chairman of the Board of Peacemaker Ministries, international nonprofit focused on conflict resolution and litigation avoidance
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