NEGOTIATION IN PRACTICE

© The Gap Partnership, 2018. All rights reserved.

Of all the skills required in business, there’s one that transcends the rest. Negotiation.

Founded in 1997, The Gap Partnership is the world’s leading negotiation consultancy. Specializing exclusively in commercial negotiation, we influence the profitability and market value of over 600 global companies in the world’s largest economies. From our offices across Europe, Asia Pacific, the Americas and South Africa we provide tailored solutions to transform the business performance of our clients. Our teams are passionate about negotiation and committed to providing you with the bespoke solutions you need. We guarantee consistency and we guarantee the ROI that we commit to deliver.

“The Gap Partnership are highly professional, have the deepest understanding of negotiations, and a vast knowledge of the local market and its customers. They listen well to our requirements, are very flexible, and never propose a one-size-fits-all approach.”

Larissa Petrova Commercial Director Russia & CIS, Friesland Campina

Steve Gates Founder & CEO, The Gap Partnership

“We worked with The Gap Partnership alongside their consulting practice to execute a significant supplier management and value generation program (£20m+) as a result of a corporate wide program of efficiency savings and consolidation of production and products. Gap consulting brought methodology, process, tools, approach and insight to the program enabling us to utilize their negotiation learning into practical application, and to successfully deliver on the program objectives.”

Mark Hughes Procurement & Central Operations Director, Premier Foods

Negotiation consulting

As business becomes ever more sophisticated it is increasingly clear that negotiation is not just a step in the process, but an integral part of everything that we do. It exerts a critical influence on the profitability and market value of the organization.

We specialize exclusively in developing negotiation solutions and strategies to support our clients in all their commercial and negotiation needs including support with live negotiations. We work with clients from multiple sectors to deliver a broad spectrum of consultancy services including:

Negotiation strategy

Incorporating many aspects of negotiation planning which together can enable you to negotiate successfully.

Alignment

Essential to the success of a negotiation, ensuring all stakeholders are aligned and that objectives are clear and agreed. As a result no unexpected negotiation outcome occurs.

Communications

Effectively delivered and sequenced, communications will transform the outcome of the negotiation and the attitude of your counterparty to the deal, and to your organization.

Risk

We work with your team to anticipate risks within the negotiation, assess their impact on the agreement and develop mitigation or avoidance strategies.

Tactics

We develop value analytics, move plans and tactical engagement action plans with your team to ensure that everyone understands how the negotiation will play out to its ultimate conclusion and the part that they play in its success.

Execution

Planning and role-playing for the specific execution of a negotiation leads to greater confidence and less negative energy being expended, as well as fewer emotional decisions when sound judgement is critical.

Transforming business performance

12

210

48

111

57

39

6

Relationshipbuilding

Partnership/joint problem solving

Concessiontrading Dealing

Win win

Haggling/bidding

Hardbargaining

Bartering

Creating the world’s best negotiators

The Clockface Model

We create the world’s best negotiators through our unique negotiation development programs delivering sustained behavior change. Our specialist negotiation practitioners partner with our clients around the world to ensure they provide the very best advice, development and support in negotiation process, strategy and execution.

“Everyone has said the same thing: that this is the best training they’ve ever had in their career, and that it’s made a real difference in the outcome and value of their negotiations.”

Sanne IJpelaar Manager of Global Commercial Excellence Learning and Development, Akzo Nobel

1-2-1 Coaching

Our bespoke 1-2-1 coaching provides you with the support, challenge and sound advice you require to manage your negotiation challenges.

The Essential Negotiator

Provides the fundamental skills required to engage or support those in your organization during negotiations while accelerating your learning and performance as a negotiator.

The Complete Skilled Negotiator

Sets the global standard for experiential learning, an exercise in self-awareness and profit maximization. This is the definitive negotiation behavioral change workshop.

The Strategic Negotiator

Provides a thorough understanding and process framework which helps our clients and their teams proactively plan, control and perform in more complex negotiations.

Negotiation capability programs

Negotiation is an integral part of everything a business does. It exerts a critical influence on the profitability and market value of the organization. We provide negotiation capability programs to our clients. We work with you to understand your challenges and performance needs. Our negotiation consultants come from your industry and will support you with a ‘complete’ solution that embeds learning, measures capability and delivers sustainable change.

Sustained behavioral change

“The outcome has been improved confidence and professionalism in both preparation and actual negotiations, and consistent results with a measurable and positive ROI. What’s more, everyone who has been on the programme now understands how to change their preparation and behavior to deliver this improvement again and again.”

Ahmet Basaranoglu Global Retail Category Programme Manager, Shell

We believe in, and support, continuous learning and development. Our development programs are designed to create sustained behavioral shifts equipping clients and their organizations with the skills, tools and support strategies appropriate to their business needs.

All our clients gain access to our online continuous development solution providing a platform for web-based training and evaluation tools to reinforce and develop their negotiation capability.

“One of the key benefits of training with The Gap Partnership is that the learning is firmly anchored, thanks to the follow-up refresher session and active alumni community.”

Yassin Tag Managing Director South-East Asia & Australia, Vacheron Constantin

The Negotiation Society

Launched in 2016, The Negotiation Society is The Gap Partnership’s invitation-only alumni community that supports the further development and understanding of negotiation through regular engaging and inspiring content, as well as providing an online platform for lively discussion and debate.

We measure ourselves by your success

At The Gap Partnership we measure ourselves by the success of our clients. We guarantee a ten-fold return on investment for all our development programs while our consulting proposition often sees many times that. As such we have developed a robust set of evaluation tools that enable clients to qualify and quantify the return on their investment.

“Today we have a population who speak the same negotiation language. We’ve bred a new culture and a stronger team of people, many of whom live, breathe, understand and apply the practice day in day out. What The Gap Partnership taught me is that if you take the time to fully plan and prepare for your negotiations you should have a very good idea of what the outcome will be before you’ve even entered the room.” Simon Duncan Director of External Business, House of Fraser

“The impact was immediate. People adopted the mindset that we hoped they would do. The teams responded very positively to the phenomenal expertize of the consultants; they were engaged during the session, excited about the opportunities to go out and implement what they learned in real world situations, and walked away highly enthused.”Heather Rewiski Chief Customer Officer, Bel Brands

“What I value most about The Gap Partnership is that they are so proactive. There’s no generic, cookie-cutter approach; they really focus on the challenges and issues of your business and industry. They take a critical look and provide feedback, are keen to align the training, and are always willing to offer additional help and advice where appropriate.”Thiago Sa Freire VP of Global Sales, Hudl

UK

Ashlyns Hall Chesham Road Berkhamsted Hertfordshire HP4 2ST UK

Tel +44 (0)1442 291900

Germany

Marc-Chagall-Strasse 2 40477 Düsseldorf Deutschland

Tel +49 (0)211 440 3890

Singapore

Level 35 The Gateway West 150 Beach Road Singapore 189720

Tel +852 3705 5820

Hong Kong

Suites 704-05, 7/F Chinachem Exchange Square 1 Hoi Wan Street Quarry Bay Hong Kong 香港鰂魚涌海灣街 1 號華懋交易廣場 7 樓 704-05 室

Tel +852 3705 5820

Australia

Suite 1, 8 Northcote Street St Leonards Sydney 2065 Australia

Tel +61 (0) 2 9439 2000

USA

411 Theodore Fremd Ave Suite 230 Rye, NY 10580 USA

Tel +1 914 925 0380

South Africa

25 Highwick Avenue Kenilworth 7708 Cape Town South Africa

Tel +27 (0) 217610576

thegappartnership.com