Yesterday’s glass of wine was spent describing our innovation process.
Today’s morning coffee turns to our negotiation support product.
So, to remind, The Frontier Project does all kinds of work in the field of behavioural economics (how people make and influence decisions). FrontierEnvoy is our innovation and negotiation support business unit.
Our negotiation support system works like this:
We assist in identifying targets for your issue - potential suppliers, partners, customers. We locate key decision makers in those organizations and gather insights as to the motivations of those decision-makers, resulting in a detailed target map for our clients.
On behalf of our clients, sometimes anonymously, we make the initial outreach to a target, to ascertain their level of interest in a relationship/deal and set the parameters for the negotiation.
Bootcamp is negotiation prep for our clients. We brief and then drill the client negotiation team. Running through scenarios, drilling in techniques, boundaries, team dynamics. Where and when to stand, sit, talk, listen and, if necessary walk away. We’ll brief on what to wear, where to host, how to travel and who should be on the team. It’s like debate prep, only much harder.
Our team of designers, artists, photographers, animators and videographers prepare the support materials for you to make your pitch, present your case in the most cogent, emotionally engaging way possible.
Either as part of the client team, or in the background operating as support and adviser, we’re onsite during the negotiations. Providing real-time guidance and options to drive the negotiation forward to a productive outcome. We partner with your legal team to ensure they’re free to focus on legal issues, while we focus on your projecting your presence and influence in the room.
As the lawyers are working on the contracts, we’re working with you to build the implementation momentum strategy. Ensuring all sides are motivated to execute the agreement effectively and elegantly.
Then we’re onto the next opportunity…
Commonly Asked Questions
How large is your team?
Small. We’re provide negotiation support to a very small number of clients. The team consists of experts in negotiation, presence projection, proxemics and environment design. They’re supported by the Frontier Media Unit of designers, illustrators, photographers etc.
How do you structure remuneration?
All depends on the client’s procurement system. In the past we’ve worked hourly/daily fees, project fees, and blends of outcome fees.
Do you always win?
No. Negotiation environments are not immune to uncontrollable external factors or hard numbers, but in most cases we can provide a competitive edge. We’ll provide a blunt assessment of your situation ahead of us working together - our reputation is built on our successes, it’s in our interests to give you a frank assessment.