For account managers, negotiation in the purest sense is just one part of building strong and trusted relationships, having really effective conversations and essentially in winning deals; but it is still a core skill.
It’s a skill that needs to be developed over time, and each negotiation needs to be planned in advance if you want the best results. In this video on negotiation IGD commercial capability manager Philippa South talks through three areas that are vital to successful negotiation:
To help you get the most from the video we recommend you complete the pre-negotiation tool after watching the video, and before you enter the negotiation.
You can then revisit the tool post-negotiation with your manager to consider what went well, and where improvements can be made