Reshaping the negotiation climate

PFA Pension faced declining earning levels and market shares. The feedback from management was that negotiations were characterized by argumentation and focus on price. To win more profitable tenders and optimize the existing agreements, it was decided to strengthen the negotiation skills within the sales organization. Negotiation Company™ initialized a 6 months commercial journey with a dedicated team uncovering market trends and challenges in the discovery process and helped design structure and negotiation strategy for immediate implementation.

The Result

By introducing Negotiation Excellence™ to key employees, the negotiation capabilities and performances were optimized, and the results were very tangible.. The negotiation climate was transformed from one filled with argumentation about price to exploring common interests with the aim of creating value for both parties. Profitability was enhanced through a structured approach, securing counter demands which created value at a very small cost.
  • Enhanced profitability
  • Improved negotiation climate
  • Shared language and structure for negotiations
  • Strategic approach for exploring common interests
Responsible

Christian Bryde-Nielsen
Founder and CEO

+45 22 51 00 00

Cases

Development programme for Davidsen

Development programme for Davidsen

Development programme for Davidsen A strong negotiation culture in Procurement In a competitive market Procurement needed to contribute to an accelerated cash and EBIT improvement. Davidsen Tømmerhandel wanted to explore the opportunity to gain a competitive advantage...

Brødrene Dahl

Brødrene Dahl

Brødrene DahlSecuring profitability by changing the gameAn increasing demand for the lowest prices and the highest degree of service dictated the negotiations at Brødrene Dahl. To secure orders the demand was accepted to a large degree across the sales force. With the...

Advisory for Procurement Team

Advisory for Procurement Team

Advisory for Procurement TeamNew approach for annual frame agreementStrategic advisory to lead negotiators in Procurement at Davidsen Tømmerhandel. Facing a series of important negotiations Procurement wanted to strengthen the relationship with key suppliers and...

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