Walpole Insights | Negotiating for the Modern World, Across Borders and Barriers

With Covid shrinking our physical world, shuttering our businesses and sending our people home – and Brexit altering the open borders we have come to rely on – the importance of negotiation (with everyone from overseas suppliers and banks to landlords and bosses) to manage and overcome these two global challenges has never been so visible.

Good negotiation contributes significantly to business success, helping you build better relationships and deliver lasting, quality solutions while avoiding future problems and conflicts. But how do you ensure your negotiation behaviour results in these outcomes for your brand?

And from a personal perspective, how does working from home impact on your relationship with co-workers and bosses? How are you able to negotiate salary increases or promotions for you and your team with far less ‘face time’ with the decision makers?

On Thursday 11th February, Helen Brocklebank and Charlotte Keesing joined experts, Mark Grice and Steph Green from Total Negotiation, and Walpole member, Tracey Greaves from Goodwood, to discuss negotiating in these unusual times.

With Brexit a recent high-profile example of how tense and high stakes negotiating can be, we might all be checking in on our own skills around nurturing and engineering advantageous outcomes. In challenging times it’s vital to be able to strike an accord – to see things from others’ perspectives as well as understand where the overlaps are between what you want and what they do.

Total Negotiation Group and Walpole partnered to provide a masterclass on this fundamental way to create value through better commercial relationships. From internal negotiations such as post-pandemic questions of who returns to the office and why, to union discussions, commercial deals and renegotiations of existing arrangements in difficult trading times — the art of win-win is still primarily won by those willing to up their game.

Negotiation as a strategy fails when we are inauthentic, make assumptions, for example that it’s always about the money, or haven’t done a good enough job in understanding the other party and their needs. The process might also challenge us with cultural nuances and gender bias (that we would do well to be aware of) but ultimately, we need to learn to ask better questions — a crucially underrated skill — and listen, because when we know what is in it for the other person, we can then sell the vision and map the journey.

Preparation and practice add confidence, both needed in far greater quantity than most currently invest in, and introducing conditionality is vital – the “if you…then I…” is the part of the equation that creates dynamism – and can break deadlocks — in the negotiating relationship. And crucially, the deal that is struck is just the start of things, not the end. How you realise the hard-won benefits of your agreement are as important as the journey toward it. If that’s not clear…then it’s back to the negotiating table…

Please click here to watch the webinar on-demand. Plus, click below to watch a short video from Total Negotiation’s Paul Duckworth discussing Cultural Negotiation.

Walpole Negotiation Sessions – What would you like to see next?

Do you want to see more Negotiation webinars and Skills Sessions? We are always looking at how we can improve our (virtual) events to reflect your needs, and would appreciate your feedback. Please click here to complete a short questionnaire to help us strengthen our webinar programme.

Research & Insights 21/01/2021
Research & Insights 21/01/2021
Walpole Insights | The transformation of luxury adoption for brands and consumers in 2021 by William Grant & Sons
READ MORE
Research & Insights 08/02/2021
Research & Insights 08/02/2021
Walpole x VERB Insight | State of Luxe: Reaching and Engaging with the Next Luxury Consumers
READ MORE
Research & Insights 25/01/2021
Research & Insights 25/01/2021
Walpole x The Economist Insight | Are HENRYs taking a new approach to luxury? Is Covid-19 changing attitudes?
READ MORE