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Complete a Successful Interest-Based Negotiation with the OSS Negotiation Strategy

Posted by Everest Research Institute in Dallas-Fort Worth-Arlington, TX on Oct 10, 2008

Everest Research Institute’s OSS Negotiation Strategy gives buyers insight into the appropriate team structure, negotiation processes and logistics. Negotiating a profitable outsourcing deal requires extensive preparation, which can be accomplished through the OSS Negotiation Strategy.

It takes time to set up an outsourcing arrangement, as the process includes defining the scope of work, choosing the right supplier and negotiating the contract. Every new outsourcing partnership requires a contract. The negotiation stage of the process is crucial and buyers should not cut corners. A clear, well-negotiated contract can lead to an effective outsourcing relationship and can help both parties maximize the potential of the arrangement.

Before going into a negotiation, buyers should understand their objectives and needs. By realizing organizational objectives and needs, buyers can maintain a focus on important issues during the negotiation process. As the negotiations commence, both the supplier and buyer must agree on key elements of the contract, such as the scope of services to be provided, service level agreements and performance measures. There should be no gray areas in the agreement, which will eliminate problems that may arise at a later time.

Preparing for negotiations can be time consuming for buyers, but is essential in creating a strong contract. The OSS Negotiation Strategy offered by Everest Research Institute helps buyers with this process and gives them the tools necessary to negotiate a good outsourcing deal. Everest Research Institute’s OSS Negotiation Strategy assists buyers in defining, prioritizing and focusing on their issues, approach and strategy in obtaining their goals. Buyers can use the OSS Negotiation Strategy to document their requirements and maintain direction during negotiations.

The OSS Negotiation Strategy is one component of Everest Research Institute’s OSS Negotiation Toolkit. The purpose of the toolkit is to assist organizations with the preparation and execution of third-party negotiations. It provides teams with an overview and benefits of interest-based negotiations and gives insight into critical processes and methodologies necessary to complete a successful negotiation.

In addition to the OSS Negotiation Strategy, the toolkit also encompasses negotiation team lists, a negotiation calendar, data and document trackers, issues planning and tracking, a priority matrix tool, training, an executive discussion document, supplier negotiation kickoffs and a negotiation orientation for tower teams. The toolkit incorporates a series of presentations, forms and frameworks to help buyers achieve success with supplier negotiations.

Everest Research Institute is a leading provider of independent and strategic intelligence, analysis and actionable insight in the global outsourcing marketplace. The Institute provides valuable products and services to help buyers make better, informed decisions regarding outsourcing. Everest Research Institute offers many workshops to problem solve key issues and to share market practices. One of the informative workshops addresses negotiation planning. The workshop discusses strategies that define issues, positions and roles to negotiate win-win agreements.

For more information about Everest Research Institute’s OSS Negotiation Strategy, call (214) 451-3110 or visit www.everestresearchinstitute.com.