Negotiations

Working with the client, at Greater > Yield, we strive to find the 'right' solution to an issue. The starting point is to make the issue 'crystal clear' and to understand the goals we will seek to achieve. The goals should be objective and the issue should be defined within the long-term interests of the organization. We are not only seeking to solve the immediate problem, but also establishing the basis for a sustainable and continuously improving solution, taking into consideration the interests of all parties.

The interests should be explicitly stated. Avoid assumptions. An old story helps to illustrate the point.

Two sisters were in the kitchen arguing over the last available orange. They could not reach agreement on their own, but when authority intervened, the sisters solved the immediate problem, dividing the orange in half. However, both sisters could have had a whole orange if they had first asked the 'right' questions. One of the sisters wanted to eat the orange, while the other wanted to use the rind in a cake she was baking.

Unless we uncover the real interest, we are prone to achieve an immediate, but potentially unsatisfactory solution.

We at Greater > Yield, have long experience facilitating problem resolution, both inside the organization and with third parties. We can help your organization develop the skills to achieve and sustain long-term satisfactory relationships, optimizing the interest of all parties.

Have you ever asked yourself:

Why the relationships with some long-term suppliers are not as smooth as they should or could be?
Why sales and operations are constantly at odds?
Why satisfying the customer is so difficult?

Greater > Yield partners with your organization and transfers our negotiation skills. You will achieve a more rewarding long-term relationship with not only your suppliers, but also your customers.