Our exclusive negotiation technology ensures the quality of the agreements negotiated between each of our customers and their business partners is greatly improved.

It has led ANTEGOS Consulting to become European leader in professional commercial negotiation training. It has been developed through the experience acquired during the hundreds of missions carried out over 20 years by the Arcante Group, where Antegos Consulting is its specialized training subsidiary. It also focuses on brilliant operating techniques and methods used in diplomatic circles which we have tailored to the business world. We do not delegate its use to third parties and we do not license it to any other firm.

Exclusive negotiation technology

This technology combines methods, techniques and tools of
professional negotiation from 8 fields of expertise:

Strategy

Negotiate? … or not? How can you develop a basis for negotiation which will be most favourable for your interests and draw the other party in? Should you take the initiative to start negotiating or wait until the other party takes the initiative?  Are there conditions set for negotiating?
 

Objectives

What should the negotiation be about?  What are the stakes of each objective?  How difficult is it to agree on each objective? 

Positions

What room for manoeuvre can you implement? How fast should you develop your position? What concessions should you be ready to accept? And what gains should you receive in return?

Structures

What are the dependencies between the objectives? How should you structure the negotiation with independent and dependent objectives?

Tactics

What is the context of the relationship between the parties? What combination of positions and structures should you use in this context? 

Organization

What phases should you use in the negotiation? How can you optimize time-related pressure? What sort of breaks need to be thought of? How should you organize the team? 

Postures

What optimal attitude should you adopt to best defend your interests in the negotiation? What Posture should you adopt based on the tactic?

Argumentation

How should you manage exchanges at the negotiating table? What argumentation process should you use for each objective? How can you develop relevant argumentation frameworks?

Sector expertise

ANTEGOS Consulting passes this expertise on to professionals who enter into commercial negotiations such as Sales Staff, Key Account Managers, Sales Directors, Engineers, etc. to ensure they are capable of preparing and conducting all types of negotiation from the simplest to the most complicated, in the environments they work in.

Industrial equipment 

Context - Recent action

Businesses must secure their procurement and to do so they diversify their supplier portfolios. By doing this they are able to optimize their costs given the uncertainties of the different raw materials markets. Sales staff from industrial companies has to deal with this ongoing sourcing and cost optimization with their customers.

In one of the world's leading hydraulic systems companies, the European Sales Department wished to further professionalize its Key Account Managers so they would be optimally prepared for pricing review negotiations initiated by their customers.

Following an analysis of the situation, it was established that there was substantial heterogeneity in their negotiation practices, given the particularities of each country, and also difficulties to defend the room for manoeuvre because of a lack of clarity in the mandates they were entrusted with.

A decision was taken to roll out a 4-day programme covering several sessions and built on the situations the sales staff most frequently had to address. Likewise, to ensure the homogeneity of negotiation best practices, the purchasing department was also involved. This programme led to improving performance on the sales side and to harmonizing negotiation practices on the purchasing side.

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Health

Context - Recent action

Pharmaceutical equipment industry players are currently undergoing global consolidation. As there are few of them, they frequently find themselves in national pricing wars, which appears to be the only way they can increase their market share in a sector where products are rather similar. A second issue is added to this: the ongoing concentration of their traditional B2B customers (hospitals, clinics) which join together in central purchasing agencies to better negotiate business terms and conditions.

Our customer, a leading global manufacturer of disposable pharmaceutical equipment solutions, asked us to help professionalize its sales teams' negotiation approach to better defend its market share in relation to a direct rival which chose to undercut prices.

This approach must also ensure our customer improves its level of profitability as regards customers which are evermore powerful and dominant in a hospital market which is experiencing high concentration and slow growth.

We rolled out 2 modules over 2 days created and developed hand-in-hand with the Sales Department. This course provided teams with the technical preparation tools and posture methods required. As such, they managed their concessional systems better and, consequently, conceded less, and better adapted their level of resistance to customers' evermore stringent demands.

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Luxury industry 

Context - Recent action

Anytime a luxury business wishes to develop internationally, which is almost always the case, relationships become complicated and involve negotiations in national, multi-national and international settings. Against this backdrop, the business faces two major obligations: 
•  The need to adapt to local market conditions.
•  The obligation to maintain commercial conditions internationally.

One of the world's greatest luxury brands, a leader in the luxury industry, wished to harmonize its sales teams' negotiation approach as there was substantial disparity in the commercial conditions in the various countries where its customers are established.

After analysing the situation, it was established that there were different approaches in preparing and conducting negotiations which were country-specific, which led to highly-contrasting negotiation results. Moreover, sales teams' inflexibility led to strong resistance from buyers who are concerned with defending their margins as best possible and, in turn, led to stalemate in negotiations. As a result, due to the time-related pressure imposed to save the agreement, the level of the agreements concluded was not optimized.

We developed a bespoke training programme focusing on 3-day workshops for optimizing and harmonizing negotiation practices. Particular emphasis was placed on technical and tactical preparation and using appropriate postures. This course optimized negotiation results and preserved the commercial relationship.

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Media

Context - Recent action

Budgets allocated to communication are often arbitrated for the benefit of production investments. New media absorbs an ever-increasing share of these investments in a landscape where competition is very strong between the different media. Negotiations are conducted with advertisers in this context, where the economic environment is challenging.

One of the key European multichannel media players called on Antegos Consulting to train its sales teams in negotiation with the aim of optimizing the agreements concluded with advertisers of all sectors.

Following diagnosis, it was established that there was a need to create a bridge between the selling methods which were perfectly-mastered by the sales teams and negotiating techniques.

A highly-operational, immediately-applicable 2-day training course was rolled out enabling sales teams to draw up agreements in line with the objectives set by Management and to pursue rich, sustainable collaboration with their customers.

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Automotive

Context - Intervention récente

For transport equipment manufacturers, sales comprises highly different aspects based on the position of the products on the different market segments, the market zones, and the products' different life stages. Sales representatives are, based on their positioning in these multidimensional matrix organizations, required to mobilize highly-different negotiating skills.

We carried out a contextual diagnosis of negotiations hand-in-hand with our world leading manufacturer customer. We analysed the context and the corporate environment together, in particular the state of relationships with their customers and the existing power relations between Parties, the negotiation objectives and the issues at hand.

Then, we created a mapping of specific negotiating skills, specifying for each player taking part in the negotiation the methods, techniques and tools to master.

To be most effective, training programmes which corresponded precisely to the needs of each player taking part in the commercial organization were tailor-created. Each player, as such, benefitted from training which best matched their role in the negotiating process.

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Consumer goods

Context - Recent action

Consumer goods industries are confronted with a twofold issue: production cost inflation and the problem of knocking them on into distribution networks.  This situation becomes particularly sensitive in environments which are curbed by changes in raw materials which are occasionally lacking and in a context where inflation is very low.

In our major dairy group, the negotiation teams were trained to optimally prepare their annual negotiations with their customers, against a backdrop of high raw material tension, heightened by the obligation to adhere to public recommendations related to producers valuing raw materials.

A 2 x 2-day training programme split into two separate parts was defined. Special negotiation simulations were created to be as close as possible to the situations encountered. These were rolled out as coaching sessions in mini groups in anticipation of the annual negotiations.

Other coaching programmes have been regularly rolled out since then to ensure negotiators in charge of strategic dossiers maintain the highest level of skills.

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Transport and logistics

Context - Recent action

Transport and logistics have become strategic in a great number of business sectors.

The complexity of the services offered in a changing environment and strong competition require logisticians to have perfect command of negotiation tools in order to maintain a sufficient level of profitability to build the solutions of tomorrow.

The sales teams of a large international logistics group are perfectly trained in sales. But this skill alone is no longer enough; perfect mastery of negotiation tools is essential to preserve and improve margins in an extremely competitive environment.

The Sales Department wished to improve the negotiation skills of its Field Sales teams and Key Account Managers. For this, we rolled out two highly operational, dynamic tailor-created training courses with case studies and context-focused simulations.

The Field Sales teams' training course had two objectives:
    1. To offer a different way of looking at negotiation whilst remaining in line with the company's commercial relationship culture.
   2. To harmonize negotiation methods in the sales teams by delivering common language.

For the Key Account Managers, the training objectives were:
    1. To be able to determine an efficient negotiation tactic to bring the other party into play in the area most favourable to the company's interests.
    2. To accompany the Field Sales teams in conducting their negotiations.

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Corporate services

Context - Recent action

Data analysis and use are means for accelerating digitalization strategies, making it a competitive advantage and a differentiating factor for a large number of businesses. New players, non-existent on the market 5 years ago, have become key players in the processing of this data in just a few years. Given the financial stakes of such digitalization projects, they find themselves faced with the buyers of intellectual services from their ordering parties who wish to optimize costs. The conquest of these new markets and the financial aspects are major challenges to maintain sufficient profitability and support organic growth.

The European leader in data marketing has to conduct a large number of negotiations in the context of extending and/or renewing contracts with key customers for the business. To maintain its commercial profitability, our customer needs to be able to defend its margins as best as possible.

After analysing the context, a strong "geek" culture was observed, with significant disparities in negotiation skills between senior consultants and associate directors, disparities that are detrimental to economic performance.  

Our customer asked us to provide the company with a common negotiation culture and practice for all players in contact with their customers' purchasing departments.

We rolled out a 3-day module specially created hand-in-hand with the customer. This course provided the teams with preparation tools and posture methods, and enabled them to achieve the expected economic objectives.

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