Critical Negotiations
Win before the decision is made at the table.
OSP structures the situation, the evidence, the game and the governance – and takes on whatever role the mandate requires.
Typical situations
When commercial stakes and uncertainty converge.
Price
Substantial price demands
Scrutinize demands, isolate the cost logic and prepare the counter-move.
Dependency
Single and sole source
Assess power realistically and intelligently expand your room to negotiate.
Contract
Renewals and re-tendering
Synchronize commercial, contractual and operational options.
Escalation
Claims and follow-on demands
Disentangle positions, establish defensible lines and manage the escalation.
Approach
Five controlled steps.
I
Clarify the situation
Interests, stakeholders, alternatives, risks and mandates.
II
Build the evidence
Cost models, demands, benchmarks, contracts and market data.
III
Design the game
Objectives, moves, reactions, escalation and exit scenarios.
IV
Simulate and support
Dress rehearsal, war room, shadow support or active leadership.
V
Debrief and consolidate
Outcome, information gained, next moves and organizational learnings.