The Centre for Strategic Negotiations is a consulting, training and policy practice
We maximise the value of high stakes negotiations
Approach
How often are negotiations prepared with a deep assessment of power and interests? Rarely. Yet this preparation and analysis is key to transforming negotiation value.
The heart of CSN’s approach is a forensic focus on power and interest. Together with a simple ambition: negotiation strategy should be that, not tactics. It shouldn’t get a little more, it should transform value.
CSN was founded on the principle that power isn’t just a function of size. Power is created through careful analysis and artful preparation. Interest can be similarly created to enrich negotiations.
The approach was born following a Google negotiation that had stalled for five years. At stake was an infrastructure partnership model that could transform their service platform.
Google had miscalculated its power and not built interest with the other side. Power, and interest, need to be created to sustain the deal. The approach closed it, saving them $400mn globally and the industry a further $1bn.
“The deal was dead really, but somehow pulled back. A masterpiece of negotiation. Superb performance, approaching astounding”
Valey Kamalov, Senior Staff Engineer
Google
Method
“Strategy is the art of creating power” Sir Lawrence Freedman
CSN’s unique, cutting-edge method:
Combines strategy, negotiation and team performance principles
Offers highly practical tools immediately applicable to negotiations
Designed to work highly effectively across sectors and industries
Transforms how you prepare, conduct and close negotiations
A process for consistently delivering exceptional results
“In this most challenging of negotiation settings, the approach was both highly practical and highly impactful”
Anaide Nahikian, Programme Lead
Harvard Humanitarian Initiative
What Is It For?
Creating richer and deeper partnerships
Turning around stuck and failing deals
Multiplying the value of deal propositions
Leveraging power to lower supplier costs
Building common ground and alignmentApproach
Who Is It For?
SMEs creating power to close richer partnerships to scale more quickly
Business units seeking to raise profit, deepen alignment and execution
Public agencies will achieve policy goals and value for money
Charities building partnerships to maximize their social impact
NGOs building dialogue to resolve conflict and deliver resources
“The deal tripled in value. Over a year on, the approach continues to be pivotal to our partnership success”
Sophie Langman,
Partnerships Director
Cancer Research UK
