WORKSHOP | NEGOTIATIONS for Startups & Scaleups

Each company exists on one simple premise: it has customers who buy and use its products/ services. However, what it is to have ‘a good deal’ is subject to the client’s or supplier’s view point. 

For the supplier it is to sell a product/service with quality that is acceptable for the client. At the same time, its cost must be the least possible in order to have a reasonable margin to provide for the company profit.  

For the client it is to pay for a service/product with satisfactory quality level at the lowest possible price corresponding to this quality. 

It is how this balance between quality and price is reached the core priority of all negotiations. Alongside, factors which affect the negotiations are numerous. Some are objective, but others are highly subjective. You have to navigate most of them if you want to succeed. 

This video set covers all factors that affects the negotiation process and outcome. Furthermore, you will get a set of tactics for conducting and navigating negotiations more successfully.  

• Tactics before, during and following the negotiation process
• Power sources. Clients and investors. Power dynamics. How to find you own power sources and reach a power balance in terms of your opponent’s perceived power position.
• Dealing with the dark side of (close) relationships. How not to fall prey to unethical negotiation tactics. How to recognize them and how to react in a constructive way. 
• Non-verbal communication.
• Verbal communication. Written communication before, during, and after the negotiation process. 

The workshop includes a 8 hours’ session on solving the complicated real business case of AREPA, a startup tech company that has developed an innovative server technology for the software-on-demand market. AREPA must choose among 3 business models and its decision will make it or break it as a company. What way is AREPA to take on this cross-roads? Depending on its decisions, it will figure out which its potential competitors and partners on each geographical market are, and how to negotiate with each prospective partner for a joint investment in its innovative technology.

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