The Future of Sales Negotiations #WPC16 The Future of Sales Negotiations Matthias Schranner

5/14/2018 1:45 PM 7 Challenges Procurement becomes increasingly important in organizations 2. The existing relationship with clients becomes less important Only price matters – nothing else Customers threaten with the competition Customers escalate into top management Procurement is creating deadlock scenarios Disagreement instead of agreement © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

How many hostage-takings are successful? 5/14/2018 1:45 PM How many hostage-takings are successful? © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM 7 Challenges Procurement becomes increasingly important in organizations Matrix Organizations: Create the feeling of being a winner Formulate a Helmholtz Resonator © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM Fruit or Fish? © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM 7 Challenges The existing relationship with clients becomes less important Don’t waste your time on arguments Put the fish on the table © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM Play to win © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7 Challenges Only price matters – nothing else 5/14/2018 1:45 PM 7 Challenges Only price matters – nothing else Prepare a list of demands Red – Yellow – Green © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Have you seen the sniper? 5/14/2018 1:45 PM Have you seen the sniper? © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7 Challenges 4. Customers threaten with the competition 5/14/2018 1:45 PM 7 Challenges 4. Customers threaten with the competition Warning at the beginning You need a sniper © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM FBI Principles © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7 Challenges 5. Customers escalate into top management © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM Deadlock © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7 Challenges 6. Procurement is creating deadlock scenarios 5/14/2018 1:45 PM 7 Challenges 6. Procurement is creating deadlock scenarios © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

competing co-operating avoiding giving-in compromising 5/14/2018 © 2016 Schranner AG.

5/14/2018 1:45 PM Walk-away © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5/14/2018 1:45 PM 7 Challenges Procurement becomes increasingly important in organizations 2. The existing relationship with clients becomes less important Only price matters – nothing else Customers threaten with the competition Customers escalate into top management Procurement is creating deadlock scenarios Disagreement instead of agreements © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7 New Principles for Sales Negotiations 5/14/2018 1:45 PM 7 New Principles for Sales Negotiations Formulate a Helmholtz Resonator Put the fish on the table Prepare a list of demands Issue a warning at the beginning Set up a FBI Team Move from “competing” to “co-operating” Walk away and open the doors © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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