Negotiation Strategy: Getting to Yes in Real Business Deals

<p>Follow Naomi Okafor, a Business Development Manager at Solstice Robotics, a warehouse-robotics company whose entire product line depends on a single sensor supplier. Across four lessons, Naomi learns to find her real walk-away point before a high-stakes supplier renewal, decides when to fight over price and when to build a bigger deal with a robotics startup, reads a demanding logistics customer's true leverage during a multi-year contract negotiation, and finally runs a full multi-issue renegotiation of Solstice's most important vendor contract, putting every skill to work at once.</p>

Tools: Negotiation Strategy, BATNA Analysis, Vendor Contracts, Deal Structuring, Business Development