Problems We Solve
Whatever the situation, all negotiations have one thing in common: a well prepared and structured approach – i.e. a good management of the negotiation process – increases efficiency. This is true both in difficult as well as in more routine cases.
«Structure increases the effectiveness of negotiating.»
Take a look in the following list of real cases handled by Sumbiosis to find out in which kind of situations you may benefit from negotiation management.
|Key Words||Situation and problems to be solved|
|Sumbiosis Pilot||A company located in a German speaking country has outsourced the production of an important product line to a French contract manufacturer. The cooperation between the two proves to be difficult and they both want to improve it.|
|Sumbiosis Plan||A mid-sized software company focused on one particular market segment is in discussion with a much larger and diversified competitor concerning a strategic alliance. The last meetings have been totally inconclusive. The smaller company asks itself whether it should make the effort of putting the negotiation back on track, or should rather walk away.|
|Conflicts in Family-Owned Companies|
|Sumbiosis Plan||An acute conflict has broken out in a family-owned company. One of the shareholders representing one branch of the family has filed a suit against the co-owners from the other branch of the family; those co-owners have reacted by countersuing him. The conflict has escalated to such a degree, that it starts to threaten the continued existence of the business.|
|Sumbiosis Pilot||Daily conflicts in a small company which was created in 1774 and is currently managed by the seventh generation are growing alarmingly, mostly within the production department but also between production and the two owners who manage the firm. The owners realize that for the sake of the future of the company, it is critical and urgent to improve the quality of internal collaboration relationships.|
|Regional development programs|
|Sumbiosis Pro||Broadband Internet access is one of the key factors determining the economic potential and strength of a region. There are significant gaps in the broadband coverage of the federal state of Rhineland-Palatinate in Germany. Closing them is an important priority for the government of the state. Coverage gaps are not due to the lack of technical solutions, but rather to the human difficulty of letting demand and supply meet together locally. The question is how to resolve this difficulty.|
|Sumbiosis Pilot||A mobile phone base station antenna, which has been built right next to a school and a kindergarten, is met with strong opposition from the parents concerned. The conflict has been swelling for two years and all the attempts to solve it by mutual agreement have failed. A new try is being proposed with the support of the local environmental protection agency and the parties agree to meet together.|
|A consulting firm is confronted with a project which has run into difficulties. A meeting with the customer, which promises to be highly conflictual, will take place shortly. If the consultant in charge does not get the situation under control, the project will most probably fail and the business relationship with the customer will suffer accordingly.|
|among representatives of several units of a large company in different countries|
|A European Works Council aims at strengthening the quality and efficiency of cooperation amongst its members, and to raise its power of influence in relation with its different stakeholders. A sub-group of members has been asked to put together in a very short time-frame a plan of action to reinforce the "standing" of the Council. The task is being complicated by the fact that the members of this team do not speak the same language and are not accustomed to working together regularly.|
|between line managers and in-house legal counsels|
|A company manufacturing equipment goods wants to expand in a developing country. The line managers in charge of the project intend to grant a large loan to a strategically important customer so that the customer can buy the products concerned (vendor financing). The in-house legal counsels warn that the risks involved in such an operation are extremely high and recommend to build very strict guarantees and control mechanisms in the agreement with the customer. The lines managers retort that this would kill the deal. Legal counsels and line managers are unable to reach agreement on the negotiation strategy to be followed when meeting with the customer.|
We can help them with Sumbiosis Plan to break this deadlock and to prepare extremely well the upcoming negotiation with the customer.
|Key Account Management|
|Sumbiosis Pilot||The business relationship between a manufacturer of industrial equipment and one of its large customers is reasonably good, but nothing more. Commercial discussions take place on a sectional basis between key account managers of different business units on the supplier's side and procurement officers of several divisions on the customer's side. The level of mutual trust rarely allows them sharing enough information and investing sufficiently in really understanding each others business. The incentive structure on both sides fosters short-term thinking. Negotiations are usually quite adversarial. At the same time both the supplier and the customer think that they could do more business together.|
They can use Sumbiosis Pilot to organise a thorough review and redesign of their global relationship with the goal of making it profitable on both sides.
About fifteen years ago, a medium-sized hospital in Germany was struggling for survival. It was subsequently radically restructured. New chief physicians with an entrepreneurial mindset were hired. They fought hard and the turnaround was achieved. Since then, however, strong internal fighting has become widespread. And now key decision makers cannot talk to one another anymore.
The same German hospital is fighting against serious bottlenecks in the availability of operating rooms. On the one hand, these problems are clearly due to practical (e.g.: technical, financial, operational) constraints. On the other hand, it has become obvious that the different professional groups in the OPs do not work smoothly with one another. The decision has therefore been taken to deal with cooperation issues first, and then work on improving the efficiency of operational processes.
|Conflict in an Urban Quarter|
In order to revitalize a rarely used public square in a high density residential area in Frankfurt on the Main, a weekly market has been established on Friday. Unfortunately, this market has become a victim of its own success: now up to 2'500 people come and then stay around until late in the evening. They make a lot of noise and leave behind huge amounts of trash, bottles and broken glass. The discontent in the neighborhood is growing.