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Balance of Power: Successfully Negotiate when the other side holds all the cards

  • 30 Sep 2021
  • 4:15 PM - 6:30 PM
  • Online
  • 5

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  • Capacity: 10 Seats

Do you find it difficult to influence when it appears that the other party is in a stronger position to enforce their demands?


In this case study we will follow an SMEs negotiation with a major oil company to see how you can create leverage and increase your negotiation power to not leave money on the table.

The negotiation process between the SME and major oil company took place over five (5) weeks and included technical (Service Level Agreement -SLA) and commercial negotiation including T&Cs, Intellectual Properties Rights and Price .

We will discuss the key skills necessary for a successful negotiation including how we:

  • prepared and planned
  • developed a strategy
  • dealt with internal challenges
  • decided who should attend the negotiation
  • created leverage
  • used Time Factor in our favour, and
  • used effective communication skills to ensure we understood each other’s point of views


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