ADI 202 – Advanced Skills – Upcoming Negotiation Prep Survey

This survey asks you to identify an upcoming contract negotiation or pricing discussion that you will work on during the upcoming negotiation skills workshop. Please review the questions before selecting your negotiation.

This survey will not only help you prepare for your upcoming negotiation, it will also provide the training team with an opportunity to learn more about your scenario in advance so we can tailor the workshop to meet your needs. Please provide a level of detail in your responses that will allow the training team to understand the history and context of your negotiation. When you submit the survey, a copy will be sent to you via email and to the training team.

If you have any questions or need assistance identifying an appropriate upcoming negotiation, please reach out to Chuck Doran at cdoran@mwi.org. We look forward to working with you!

Contact Information
Your First Name*
Your Last Name*
Your Email*
Defining Your Upcoming Negotiation
1. Type of negotiation*
2. Name of customer account or prospect*
3. Briefly describe the upcoming negotiation and how you would define a successful outcome.
4. Please identify who will be negotiating on behalf of the customer/prospect, including their roles:
5. Who will be your counterpart on the customer side?
6. Does this person have decision-making authority?
7. If not, include the name(s) of the decision-maker(s) here (if known):
8. In addition to you, please identify all other participants from ADI, including their roles:
9. Is there someone involved with the negotiation who you expect will display difficult tactics during the negotiation? If so, please describe this person(s) and their behavior(s):
Benchmarking Your Negotiation
This section asks you to provide details from any past negotiations you've had with this customer/prospect. The questions break down any past agreements into dollar amount/price and the terms of these agreements. Provide as much detail as you can to help inform your upcoming negotiation.
10. Pricing/monetary value of any past agreements.
11. What other terms (beside price) did you negotiate previously?
12. What other information would help you benchmark (and help us understand) your negotiation?
13. Select your level of agreement with the following statement: "I feel confident approaching this upcoming negotiation."*
Next Steps
14. When is this upcoming negotiation expected to begin?
15. When is this upcoming negotiation expected to end?
16. Is there anything else you would like to add?

Thank you for completing the survey. A copy of your responses will be emailed to you.

ADI 202 – Advanced Skills – Upcoming Negotiation Prep Survey

Contact Information

Defining Your Upcoming Negotiation

Benchmarking Your Negotiation

Next Steps

Organizational Ombuds

Other Services

Negotiation Workshops

Mediation Training

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