We’ve got a very special interview for today’s podcast. Australian Stephen Kozicki, author of the Creative Negotiator and other negotiation books joins us to chat about creating value in negotiation. As Stephen is the first Australian to join us on the podcast, I’m excited to get Stephen’s point of view. Stephen works on live negotiations around the world and the number one gap is the concept of value. What does value in negotiation mean? How do we create it?
Stephen starts every consulting session with three questions – what are you asking them to, what risks are you asking them to take, and what’s the value you’re delivering in this negotiation? Depending on the complexity of the negotiation, it can take anywhere from a half-day to two days to flush out the answer. Then he digs into the three key elements of value in business-to-business negotiations – elements that are tangible, measurable and tradable. Those answers typically take another full day of discussions because most people don’t think in values, they focus on their position in the negotiation.
Stephen’s sharing why a company’s strong brand isn’t a tangible item that can be paraded at the negotiation table; why measurability is absolutely key to creating value; and why the concept of elements that are tradable is so important.
This is an insightful conversation not only about the elements of value but what procurement professionals can do to continuously find value in any negotiation.
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Guests: Stephen Kozicki