Our negotiation services are flexible to suit your needs
Complex Contract Negotiation
One of the most overlooked functions in companies is Negotiation. While a company may have people with an aptitude for negotiation, it is not a unique skill and however talented your key negotiator may be, invariably, an optimum result will not be achieved against a counter party that is better prepared. Whether it is negotiation for a salary increase or a complex contract or marketing or trade agreement, preparation is key.
At HIC, we will help your company to:
- Define strategic primary, secondary, and tertiary objectives.
- Identify, which of your colleagues and departments need to be on board to guarantee contract delivery.
- Build negotiating teams in key functional areas, depending on the complexity of your offer.
- Identify the objectives of your counterparty.
- Create a negotiating strategy – including tactics to counter any weaknesses in your offer and build counter strategies
How many times have you heard that a tennis player has squandered his ability? Great tennis players put hours of practice to ensure that they are playing to the best of their abilities. Securing the best contract needs the same dedication. At HIC, we can help you achieve this.
Contract Renegotiation
Contracts should be sacrosanct. While a fully negotiated contract will secure a predictable turnover and a margin for your company, losses from a failed contract could well be financially disastrous. When a contract is no longer in the interests of either party, unfortunately, renegotiations are a fact of commercial life.
Cancellation of a contract, unless it is in both parties’ interest, should always be a last resort. An optimal solution should create a strengthening of the relationship between both parties through a renegotiated contract that retains benefits for each side.
While the techniques required in negotiation and renegotiation of contracts are generally similar, the stakes of a failed contract are usually much higher – particularly as a result of a unpredicted fundamental change in market conditions such as those caused by the pandemic affecting multiple contracts at the same time.
HIC can help identify what are most important objectives to be achieved in a single or multiple contracts and either lead or create a renegotiation strategy to ensure the continued well-being of your company.
Negotiation Coaching
At HIC, we aim to work with you to train your people to identify objectives, build teams, and create strategies to achieve optimum results from negotiations. This may take the form of one off introductory or series of talks, individual coaching, or the creation of a tailored in-house programme.
Contract Dispute Resolution
While the preferred solution to a dispute between two contractual parties is a negotiated settlement, an impasse may result in the need to find a legal solution. HIC can assist in working through the background of the dispute with you to identify the best pathway to resolution including the use of mediation and arbitration
Mediation
Often both parties in a dispute, against outward appearances, would prefer to compromise, but are unable to find the pathway by themselves. A mediator may help them find a solution. Mediation can be surprisingly cost-effective with many disputes resolved within a day. Whatever is discussed within a mediation cannot be disclosed outside, allowing both parties to negotiate in a less legalistic and more relaxed atmosphere – often leading to a greater and more sympathetic understanding of each other’s position with a greater chance of compromise.
Arbitration
Where negotiations have broken down and positions are entrenched and where mediation is unlikely to succeed, arbitration is an option. Arbitration is a more legalistic approach requiring an arbitrator to hear the dispute. Decisions are rarely as clear cut as they are in court. Blame may be apportioned with each party with legal costs borne by each side. Since an arbitration requires the services of solicitors, barristers, a venue and an arbitrator over many days, the costs will be substantial. An additional court order may still be required if the losing party refuses to comply.
