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Negotiations Practice

Negotiating is like running 100 metres. Nearly everybody can run 100 metres. Not many can run 100 metres under 10 seconds. Not many can run the 100 metres at the Olympics. It takes years of preparation, practice and experience to run at the Olympics.

Developing negotiating capability takes years of focus and application yet negotiating, or influencing, is what people are required to do everyday. Results vary.

PIP’s Negotiations Practice was initially developed to support our clients in procurement, capital and outsouring processes. Our work has naturally then expanded into broader areas where “getting to yes” is important.

We provide leading negotiations training, coaching and expertise to help you to achieve desired outcomes and to embed those skills in your own organisation.

While a number of competitors focus on only a few elements in the end-to-end process to reach an agreed outcome, experience tells us that real and lasting results require work and consideration through each stage in the process.

In addition to communicating business requirements, a well executed negotiation provides the framework to manage the ongoing relationship.

It is for this reason that we have integrated our negotiations capability into the provision of our procurement, sourcing and contractor management programs. In addition PIP’s Negotiations Practice differentiates itself not only on the basis of application in its world class Strategic Sourcing and commercial negotiations capability but on the flexibility and adaptability of its practices to take advantage of prevailing market conditions. For example, downturns in the economic cycle typically see our teams deployed extensively across our clients coaching then in our Rapid Sourcing programs which is a focused, rigorous approach to renegotiate large portions of the procured spend base in less than 2 months to rapidly reduced the costs of procured goods in the economic downturn

See our Case Study: » Rapid sourcing - coal

We believe that developing a high quality negotiations capability is an important part of a high performing business. Our model is deliberately biased towards defining the key drivers of negotiating success and then training your people how to successfully implement. We train your people through a combination of high quality classroom training as well as on-the-job coaching through the life of various negotiations.

We work wherever your people are based with our negotiations capability being highly successful at site level where, in a lot of instances the need is greatest, rather than at head office where typical competitors congregate. Coaching and mentoring site negotiations leaders has enabled us to “wire” capability and drive out costs.

The application of this approach reinforces PIP’s proven value proposition:

Focus on what really counts - Quickly identify the priority improvement drivers and put focus and resources on them
Deliver fully implemented results. Our strong and pragmatic analytical and negotiations tools ensure a robust and disciplined approach locking-in real improvements
Coach and build ownership. Coach clients in delivering improving negotiations capability.
‘Hard-wire’ the business. We work with our clients to develop, implement and lock in capability

PIP clearly stands out from our competitors in that we have a specialist Negotiations Practice with highly experienced negotiation practitioners. The integration of this capability into targeted sourcing initiatives is unique. Unlike our competition, we are able to take a lead role in structuring and negotiating benefits on behalf of our clients in critical situations, which is crucial as even the best preparation for commercial discussions can completely unravel through a poorly executed negotiation. It is our conviction that the best negotiators are able to draw upon a vast repository of experience that has been built up over many years of executing negotiations. We believe there is too much at stake to compromise benefits through poorly structured, prepared and executed negotiations.