MTS provides specialist advice and support to clients who want to win superior results in contract negotiation. Our extensive background in the conduct and training of negotiation means that MTS has a vast scope of experience on which to draw.
For many managers in client organisations, the requirement to conduct negotiations for large contracts comes infrequently. This often puts them at a relative disadvantage against major suppliers for whom negotiation is their ‘bread and butter’. The simple fact for managers is that the outcome of these negotiations are very important for their business and their career. These consequences build stress and put negotiators under real pressure. MTS can help.
MTS is able to coach and guide negotiation teams in the planning, conduct and completion of complex negotiations. MTS can also join the client team in the actual negotiation, providing measured advice bringing many years of experience to bear. We are able to help clients focus on key skills and issues including:
- Identifying key measures of success
- Anticipating the other party’s interests and strategies
- Saying it right and getting the other party to agree
- Recognising and neutralising negotiating tactics
- Knowing your Best Alternative to a Negotiated Agreement
- Knowing when to agree, suspend or cease negotiating
- Achieving the best possible outcome that maximises client interests without compromising the other party’s ability to service the contract.
MTS does this work on a strict fee for service basis, and do not link our fees to specific outcomes. This allows MTS to provide calm and frank advice that ‘pulls no punches’ and maintains an objective view of the total negotiation process, but make no mistake, we’re working for our client every moment.
Clients have found MTS support in negotiation of particular benefit in major purchases such as logistic services, ICT systems, facilities and equipment. Clients with MTS support have achieved superior results, such as saving $8.00 Million (Over previous contract cost) for a major global food products company when they sought a new logistics solution for their Australian and New Zealand operations and reducing the cost of a major ICT project by over $90 Million through negotiations with vendors for a Queensland Government agency.
To see the MTS Commercial Negotiation Model, click here. If you are facing a complex negotiation and feel your team would benefit from having the support of a highly experienced negotiator, please contact MTS.
