ALLIANTIST

Just negotiating collaboratively is not enough to win together; however, without collaborative negotiation we will surely lose together. Organizations must think carefully about how they go about the partner selection and negotiation process, especially if they need to work closely with the winning organization afterwards; highly likely if it's a real partnering initiative! In alliances another party's assets are what you access so effective negotiation is essential to optimize value and avoid wasting of assets for all participants over the life of the relationship – as shown in the graphic.

The POSER Negotiation Support tool in PAM helps you to achieve desired outcomes through the stages of: Preparation, Opening, Sharing & Exchanging, and Recording Commitments.

Although many people are familiar with thinking through their 'must have', 'nice to have' and other attributes, few do it from the other party's perspective, and there is little consideration of 'how' the negotiations should be conducted, especially if working as a team. Lack of preparation is one of the most common reasons for poor results from negotiation and relationships can be ruined before they have started if negotiations spiral out of control. POSER eases the preparation process and will enable you to maximize value and defend against more experienced or powerful negotiators. POSER addresses all the key areas that should be part of your negotiation activity and offers helpful guidance to raise awareness and understanding of the common issues that need to be tackled. POSER also offers you and your team one common collaborative repository from the initial negotiation preparation through to a simple yet effective way of recording commitments and downloading into formal documentation.

To learn more about collaborative negotiation with POSER, or how to optimize your assets in alliance activity and PAM as a solution to meet your needs contact us now on either +44 (0)1273 704500 or email enquiries@alliantist.com