The Art of the Deal: ZOPA, BATNA and Win-Win in negotiation
starts at 7.00am, 16 May, 2025
16May 2025
The Art of the Deal: ZOPA, BATNA and Win-Win in negotiation
John Brenchley - Negotiation Expert - 7am until 9:30am
Windmill Hill Golf Centre
'10 Minute Tip' by John Brenchley - Negotiation Expert - 7am until 9:30am
John Brenchley has local and international experience, in SMEs and global multinationals. John has restructured and turned around failing business units and companies, focusing on the long-term vision and growing profitable sales. His expertise lies in leading cross-functional multi-cultural teams, negotiating high-stakes contracts, and implementing transformative strategies that drive sustainable growth.
John drives a customer-centric sales focus as a Sales Director, and Negotiating multi-million-pound contracts with global giants such as Aramco and BP as a Commercial Director.
The truth is, the preparation and skills are the same whatever the size of the deal if you want the best outcome.
John works really well with companies looking to grow and expand. He's also happy to discuss how to train their sales or purchasing teams.
The Art of the Deal: ZOPA, BATNA and Win-Win in negotiation
Within weeks of Donald Trump's election, America has projected a position of strength at the negotiation table. This strategy is excellent for a short-term, one-off deal, but is it the right strategy for SMEs working for repeat sales with customers?
What are the key strengths to consider in a Negotiation?
How can you best prepare for the moment of the deal to ensure you have the edge and can build a lasting relationship?
How can you help to increase the possibility of the deal?
Defining your and their “Zone of Possible Agreement” (ZOPA) whilst understanding your “Best Alternative to a Negotiated Agreement” (BATNA)
Life is one negotiation, from getting the kids to put the iPad down on time to buying your next car or house to keeping relationships with key customers and getting repeat orders again and again.
In SMEs, every penny saved is, if not more important than every penny earned, and the non-monetary benefits that can also be included should not be forgotten.
