ADI Applied Negotiation Initiative Coaching Preparation Survey

This survey asks you to identify an upcoming contract negotiation or pricing discussion that you will work on during the coaching sessions. Please review the questions before selecting your scenario, as they provide a roadmap for the level and type of detail you should be able to provide in order for the negotiation scenario to be useful to you during the coaching sessions.

This survey not only prepares you for the coaching sessions, it will also provide the training team with an opportunity to learn more about your scenario in advance so we can tailor the coaching session 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 at the coaching sessions over the next few weeks. Thanks!

– Chuck Doran, Andrew Lee, and Megan Winkeler – ADI Applied Negotiation Team

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. At the coaching session on June 23, members of ADI’s Senior Leadership Team (including RSDs, GAMs, and RSMs from your region) will attend the session in order to provide insights and feedback to participants willing to discuss their upcoming negotiation plan. Are you interested in discussing your negotiation during this session?*
17. 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 Applied Negotiation Initiative Coaching Preparation Survey

Contact Information

Defining Your Upcoming Negotiation

Benchmarking Your Negotiation

Next Steps

Organizational Ombuds

Other Services

Negotiation Workshops

Mediation Training

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