{"id":38105,"date":"2026-09-30T18:01:47","date_gmt":"2026-09-30T18:01:47","guid":{"rendered":"https:\/\/perpetos.com\/?page_id=38105"},"modified":"2026-10-02T09:39:33","modified_gmt":"2026-10-02T09:39:33","slug":"negotiation-readiness-benchmark","status":"publish","type":"page","link":"https:\/\/perpetos.com\/en\/negotiation-readiness-benchmark\/","title":{"rendered":"Negotiation Readiness Benchmark"},"content":{"rendered":"\n<div class=\"is-layout-flow wp-block-group nrc\"><div class=\"wp-block-group__inner-container\">\n<div class=\"nrc\" id=\"nrc\" data-screen=\"landing\">\n\n  <!-- site header \u2014 REMOVE WHEN EMBEDDING in the WordPress template -->\n  <header class=\"nrc-sitehead\">\n    <div class=\"nrc-wrap\">\n      <a class=\"nrc-logo\" href=\"https:\/\/perpetos.com\/en\/\" aria-label=\"Perpetos \u2014 Commercial Excellence\">\n        <img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2026\/09\/perpetos-logo.png\" alt=\"Perpetos \u2014 Commercial Excellence\" width=\"1000\" height=\"234\">\n      <\/a>\n<nav style=\"text-transform:uppercase\" class=\"has-text-color has-heading-color has-base-font-size items-justified-right resource-header lang-switcher-nav wp-block-navigation is-content-justification-right is-layout-flex wp-container-core-navigation-is-layout-0ca25c3d wp-block-navigation-is-layout-flex\" aria-label=\"Menu\"><ul style=\"text-transform:uppercase\" class=\"wp-block-navigation__container has-text-color has-heading-color has-base-font-size items-justified-right resource-header lang-switcher-nav wp-block-navigation\"><div id=\"\" class=\"wpml-language-switcher-navigation-block wpml-ls-list\"><div class=\"block-editor-block-list__block wp-block wp-block-navigation-item has-link has-child wp-block-navigation-submenu\"><div id=\"\" class=\"\"><ul class=\"horizontal-list hasSpacing isHorizontal\" style=\"--language-spacing:16px;flex-wrap:nowrap\" data-is-drop-zone=\"true\"><li class=\"wp-block-navigation-item \" data-wpml=\"current-language-item\"><div><span data-wpml=\"label\" data-wpml-label-type=\"code\" class=\"wp-block-navigation-item__label has-text-color has-heading-color\">en<\/span><\/div><\/li><li class=\"wp-block-navigation-item \" data-wpml=\"language-item\"><div><a class=\"wp-block-navigation-item__content\" href=\"\/negotiation-readiness-benchmark\/\"><span data-wpml=\"label\" data-wpml-label-type=\"code\" class=\"wp-block-navigation-item__label \">nl<\/span><\/a><\/div><\/li><\/ul><\/div><\/div><\/div> <\/ul><\/nav>\n    <\/div>\n  <\/header>\n\n  <!-- \u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550 SCREEN 1 \u00b7 LANDING \u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550\u2550 -->\n  <section class=\"nrc-screen is-active\" id=\"nrc-landing\" aria-label=\"Introduction\">\n\n    <div class=\"nrc-hero\">\n      <div class=\"nrc-wrap nrc-g\">\n        <div class=\"nrc-htxt\">\n          <p class=\"nrc-eyebrow\">Negotiation Readiness Benchmark<\/p>\n          <h1>How <em>sharp<\/em> is your team<br>going into negotiations?<\/h1>\n          <p class=\"nrc-sub\">Contract negotiations, pricing agreements, negotiations with procurement\u2026 the decision is rarely made at the table. A negotiation is usually won long before, in the preparation and the road leading up to it.<\/p>\n        <\/div>\n        <div class=\"nrc-heroimg\">\n          <img decoding=\"async\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2026\/09\/hero-cutout.webp\" alt=\"\" aria-hidden=\"true\">\n        <\/div>\n      <\/div>\n    <\/div>\n\n    <div class=\"nrc-sec nrc-cardsec\">\n      <div class=\"nrc-wrap\">\n        <div class=\"nrc-ctacard\">\n          <div class=\"nrc-disc\" aria-hidden=\"true\"><span class=\"nrc-ic\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-21168 -21168 567911 571536\">\n<path transform=\"translate(0 0) scale(1.00000 1.00000)\" d=\"M144729.0 19124.0 C153094.0 8175.0 166453.0 0.0 185577.0 0.0 C204699.0 0.0 218059.0 8175.0 226424.0 19123.0 C232440.0 26998.0 235750.0 36119.0 237059.0 44317.0 L273624.0 44317.0 C278113.0 44317.0 281752.0 47962.0 281752.0 52459.0 L281752.0 65132.0 L363026.0 65132.0 C367515.0 65132.0 371153.0 68777.0 371153.0 73274.0 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L227569.0 198111.0 C232057.0 198111.0 235696.0 201756.0 235696.0 206252.0 C235696.0 210749.0 232057.0 214394.0 227569.0 214394.0 L119203.0 214394.0 C114714.0 214394.0 111075.0 210749.0 111075.0 206252.0 Z M119203.0 244246.0 C114714.0 244246.0 111075.0 247891.0 111075.0 252388.0 C111075.0 256884.0 114714.0 260529.0 119203.0 260529.0 L227569.0 260529.0 C232057.0 260529.0 235696.0 256884.0 235696.0 252388.0 C235696.0 247891.0 232057.0 244246.0 227569.0 244246.0 L119203.0 244246.0 Z M111075.0 298523.0 C111075.0 294026.0 114714.0 290382.0 119203.0 290382.0 L227569.0 290382.0 C232057.0 290382.0 235696.0 294026.0 235696.0 298523.0 C235696.0 303020.0 232057.0 306665.0 227569.0 306665.0 L119203.0 306665.0 C114714.0 306665.0 111075.0 303020.0 111075.0 298523.0 Z M119203.0 333803.0 C114714.0 333803.0 111075.0 337448.0 111075.0 341945.0 C111075.0 346441.0 114714.0 350086.0 119203.0 350086.0 L184222.0 350086.0 C188711.0 350086.0 192350.0 346441.0 192350.0 341945.0 C192350.0 337448.0 188711.0 333803.0 184222.0 333803.0 L119203.0 333803.0 Z\" fill=\"#00A3AD\"><\/path>\n<\/svg><\/span><\/div>\n          <div class=\"nrc-cbody\">\n            <h2>Take the Negotiation Readiness Benchmark<\/h2>\n            <p>Answer 10 short questions and see straight away where you or your team stand against the way the strongest commercial teams work.<\/p>\n            <a href=\"https:\/\/perpetos.com\/en\/start-negotiation-readiness-benchmark\/\" class=\"nrc-cta\">Start the benchmark<span class=\"nrc-arr\">\u2192<\/span><\/a>\n          <\/div>\n        <\/div>\n      <\/div>\n    <\/div>\n\n    <div class=\"nrc-sec\">\n      <div class=\"nrc-wrap\">\n        <div class=\"nrc-intro\">\n          <div class=\"nrc-col\">\n            <p class=\"nrc-eyebrow\">Why this benchmark?<\/p>\n            <h2 class=\"nrc-t\">From individual preparation to team-driven negotiating strength<\/h2>\n            <p>In many B2B organisations, negotiation success still depends too heavily on individual experience. One account manager prepares thoroughly. Another relies on the relationship, timing or gut feeling.<\/p>\n            <p><b>That leaves commercial outcomes exposed.<\/b><\/p>\n            <p>Especially when it comes to key customers, strategic prospects, renewals, price indexations or contracts where margin and future value are at stake.<\/p>\n            <p>This benchmark helps you assess whether your team works from a consistent approach.<\/p>\n          <\/div>\n          <div class=\"nrc-aside\">\n            <h3>What do the best do differently?<\/h3>\n            <p>The strongest negotiators don&#8217;t rely on talent at the table. They prepare every important negotiation along the same ten building blocks. <b>This benchmark holds your way of working up against that bar.<\/b><\/p>\n          <\/div>\n        <\/div>\n      <\/div>\n    <\/div>\n\n    <div class=\"nrc-sec nrc-grey\">\n      <div class=\"nrc-wrap\">\n        <h2 class=\"nrc-t nrc-ten-head\">What do we assess?<br>The <em>10 building blocks<\/em> of strong negotiations<\/h2>\n        <div class=\"nrc-tengrid\" id=\"nrc-tengrid\"><div class=\"nrc-cell\"><span class=\"nrc-no\">1<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-27401 -27401 739831 738802\">\n<path transform=\"translate(0 0) scale(0.35596 0.35596)\" d=\"M1386991.0 1018684.0 C1364177.0 1018684.0 1345631.0 1037078.0 1345631.0 1059723.0 L1345631.0 1265847.0 L1428350.0 1177894.0 L1428350.0 1059723.0 C1428350.0 1037078.0 1409804.0 1018684.0 1386991.0 1018684.0 Z M537446.0 1018684.0 C514632.0 1018684.0 496087.0 1037078.0 496087.0 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fill=\"#00A3AD\"><\/path>\n<\/svg><\/span><b>Stakeholder relevance<\/b><\/div><div class=\"nrc-cell\"><span class=\"nrc-no\">3<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-23770 -23770 641793 411165\">\n<path transform=\"translate(0 0) scale(0.07648 0.07648)\" d=\"M3884360.0 3109753.0 C3655472.0 3110110.0 3428043.0 3146524.0 3210523.0 3218282.0 C2919540.0 3297596.0 2645266.0 3428914.0 2401012.0 3606166.0 L2400551.0 3606493.0 L2400102.0 3606851.0 C2270363.0 3706127.0 2194196.0 3860204.0 2193850.0 4023444.0 L2193850.0 4754260.0 L2466010.0 4754260.0 L2466010.0 4023623.0 C2466129.0 3945320.0 2502423.0 3871271.0 2564114.0 3823611.0 C2782050.0 3666351.0 3026479.0 3549909.0 3285748.0 3479460.0 L3286879.0 3479162.0 L3288009.0 3478776.0 C3480296.0 3415437.0 3681331.0 3382890.0 3883794.0 3382117.0 C4088757.0 3388721.0 4291964.0 3421744.0 4488298.0 3480888.0 L4489756.0 3481304.0 L4491214.0 3481661.0 C4748251.0 3540507.0 4989189.0 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2999082.0 C4363618.0 2999082.0 4752030.0 2610442.0 4752030.0 2131248.0 Z M6078991.0 1463335.0 C5750182.0 1463335.0 5483593.0 1196475.0 5483564.0 867544.0 C5483980.0 538595.0 5750331.0 272312.0 6079021.0 271640.0 C6407831.0 271670.0 6674449.0 538553.0 6674449.0 867487.0 C6674449.0 1196440.0 6407801.0 1463335.0 6078991.0 1463335.0 Z M1689847.0 1463335.0 C1361031.0 1463335.0 1094380.0 1196440.0 1094380.0 867487.0 C1094835.0 538568.0 1361222.0 272312.0 1689900.0 271640.0 C2018689.0 271669.0 2285277.0 538550.0 2285277.0 867487.0 C2285277.0 1196442.0 2018659.0 1463335.0 1689847.0 1463335.0 Z M6946602.0 867838.0 C6946602.0 388641.0 6558190.0 0.0 6078991.0 0.0 C5599793.0 0.0 5211381.0 388644.0 5211381.0 867838.0 C5211381.0 1347372.0 5599793.0 1736030.0 6078991.0 1736030.0 C6558220.0 1736030.0 6946602.0 1347375.0 6946602.0 867838.0 Z M2557436.0 867838.0 C2557436.0 388644.0 2169031.0 0.0 1689847.0 0.0 C1210660.0 0.0 822257.0 388644.0 822257.0 867838.0 C822257.0 1347372.0 1210648.0 1736030.0 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M372201.0 102819.0 L364929.0 139188.0 L381315.0 177427.0 C403612.0 177728.0 425875.0 179288.0 447997.0 182101.0 L435547.0 147844.0 L427228.0 156163.0 C426200.0 157190.0 424949.0 157964.0 423570.0 158423.0 C418673.0 160054.0 413380.0 157406.0 411749.0 152508.0 L395186.0 102819.0 Z M290134.0 23845.0 L262279.0 58663.0 L270935.0 110633.0 C271147.0 111895.0 271097.0 113187.0 270785.0 114428.0 L261438.0 151816.0 L243305.0 147292.0 L252175.0 111773.0 L244081.0 63168.0 L229733.0 58392.0 L195625.0 143675.0 C195155.0 144853.0 194449.0 145923.0 193552.0 146819.0 C189901.0 150468.0 183983.0 150467.0 180333.0 146816.0 L169874.0 136366.0 L128354.0 201655.0 C147991.0 204068.0 167748.0 205359.0 187531.0 205525.0 L244772.0 205385.0 C263892.0 205311.0 282737.0 200832.0 299845.0 192299.0 C318870.0 182865.0 339753.0 177779.0 360985.0 177409.0 L346618.0 143890.0 C345875.0 142151.0 345676.0 140229.0 346048.0 138375.0 L354461.0 96201.0 Z M289517.0 1.0 C292273.0 -53.0 294917.0 1093.0 296761.0 3141.0 L368734.0 84125.0 L401925.0 84125.0 C405950.0 84124.0 409523.0 86700.0 410795.0 90518.0 L424704.0 132244.0 L432705.0 124252.0 C433671.0 123285.0 434836.0 122543.0 436120.0 122076.0 C440971.0 120311.0 446335.0 122812.0 448100.0 127663.0 L469028.0 185232.0 C472243.0 185756.0 475477.0 186176.0 478674.0 186756.0 C512329.0 192867.0 546465.0 195945.0 580670.0 195953.0 L584474.0 195991.0 L584474.0 214685.0 L580651.0 214685.0 C545662.0 214668.0 510744.0 211540.0 476309.0 205338.0 L485469.0 230519.0 C486156.0 232410.0 486215.0 234472.0 485638.0 236398.0 L457596.0 329869.0 C456721.0 332783.0 454482.0 335088.0 451595.0 336048.0 L429162.0 343525.0 L420544.0 412460.0 C420244.0 414875.0 419013.0 417078.0 417114.0 418601.0 L372528.0 454270.0 L354713.0 507698.0 C353441.0 511516.0 349867.0 514092.0 345842.0 514091.0 L323223.0 514091.0 L288526.0 574847.0 C286872.0 577713.0 283825.0 579491.0 280516.0 579521.0 L280413.0 579521.0 C277132.0 579520.0 274092.0 577800.0 272402.0 574987.0 L247081.0 532785.0 L233677.0 532785.0 C229536.0 532762.0 225902.0 530016.0 224751.0 526037.0 L206991.0 463916.0 L181754.0 447091.0 C180024.0 445938.0 178729.0 444240.0 178071.0 442268.0 L164621.0 401926.0 L102818.0 401926.0 L102818.0 383232.0 L158396.0 383232.0 L132560.0 305735.0 L98640.0 288779.0 C95470.0 287196.0 93469.0 283956.0 93471.0 280414.0 L93471.0 224331.0 C93472.0 222556.0 93978.0 220818.0 94929.0 219321.0 L97172.0 215797.0 C95443.0 215451.0 93686.0 215208.0 91957.0 214862.0 L90732.0 214619.0 C60857.0 208650.0 30466.0 205642.0 0.0 205637.0 L0.0 186943.0 C31699.0 186946.0 63321.0 190077.0 94406.0 196290.0 L95630.0 196533.0 C99762.0 197365.0 103912.0 197972.0 108062.0 198673.0 L160359.0 116494.0 C160725.0 115918.0 161154.0 115383.0 161637.0 114900.0 C165288.0 111251.0 171207.0 111253.0 174856.0 114905.0 L183530.0 123579.0 L215647.0 43269.0 C217486.0 38673.0 222589.0 36308.0 227284.0 37875.0 L249147.0 45157.0 L282460.0 3506.0 C284185.0 1361.0 286765.0 80.0 289517.0 1.0 Z\" fill=\"#00A3AD\" stroke=\"#00A3AD\" stroke-width=\"5080\"><\/path>\n<\/svg><\/span><b>Beyond price<\/b><\/div><div class=\"nrc-cell\"><span class=\"nrc-no\">7<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-27360 -27360 738707 738720\">\n<path transform=\"translate(0 0) scale(0.97985 0.97985)\" d=\"M694544.0 149668.0 L611791.0 218625.0 C610036.0 220087.0 607831.0 220884.0 605557.0 220884.0 L386362.0 220884.0 L386362.0 339271.0 L605557.0 339271.0 C607831.0 339271.0 610036.0 340068.0 611791.0 341529.0 L694544.0 410487.0 C696768.0 412342.0 698056.0 415092.0 698056.0 417991.0 C698056.0 420896.0 696765.0 423646.0 694544.0 425498.0 L611788.0 494456.0 C610033.0 495920.0 607831.0 496717.0 605557.0 496717.0 L386362.0 496717.0 L386362.0 595794.0 L467061.0 595794.0 C483157.0 595794.0 497393.0 606050.0 502482.0 621335.0 L521556.0 678542.0 L580731.0 678542.0 C586100.0 678542.0 590480.0 682897.0 590480.0 688307.0 C590480.0 693711.0 586100.0 698069.0 580731.0 698069.0 L128359.0 698069.0 C122988.0 698069.0 118610.0 693711.0 118610.0 688307.0 C118610.0 682899.0 122989.0 678542.0 128359.0 678542.0 L176502.0 678542.0 L195574.0 621330.0 C200662.0 606050.0 214899.0 595794.0 230998.0 595794.0 L311697.0 595794.0 L311697.0 358798.0 L92500.0 358798.0 C90223.0 358798.0 88017.0 358001.0 86264.0 356540.0 L3513.0 287582.0 C1290.0 285729.0 0.0 282983.0 0.0 280078.0 C0.0 277173.0 1290.0 274423.0 3513.0 272571.0 L86264.0 203614.0 C88018.0 202154.0 90224.0 201356.0 92500.0 201356.0 L311697.0 201356.0 L311697.0 37347.0 C311697.0 16743.0 328461.0 0.0 349028.0 0.0 C358997.0 0.0 368355.0 3876.0 375419.0 10936.0 C382481.0 17998.0 386362.0 27364.0 386362.0 37347.0 L386362.0 63441.0 L605557.0 63441.0 C607831.0 63441.0 610036.0 64238.0 611791.0 65700.0 L694544.0 134658.0 C696768.0 136510.0 698056.0 139258.0 698056.0 142163.0 C698056.0 145067.0 696768.0 147815.0 694544.0 149668.0 Z M602031.0 82969.0 L386362.0 82969.0 L386362.0 201356.0 L602031.0 201356.0 L673066.0 142163.0 L602031.0 82969.0 Z M331194.0 37347.0 L331194.0 595794.0 L366862.0 595794.0 L366862.0 37347.0 C366862.0 32603.0 365005.0 28119.0 361641.0 24756.0 C358278.0 21394.0 353785.0 19528.0 349028.0 19528.0 C339177.0 19528.0 331194.0 27533.0 331194.0 37347.0 Z M24993.0 280078.0 L96026.0 339271.0 L311697.0 339271.0 L311697.0 220884.0 L96026.0 220884.0 L24993.0 280078.0 Z M483987.0 627513.0 L483987.0 627519.0 L501002.0 678542.0 L197058.0 678542.0 L214069.0 627513.0 C216494.0 620232.0 223296.0 615318.0 230998.0 615318.0 L467061.0 615318.0 C474762.0 615318.0 481564.0 620226.0 483987.0 627513.0 Z M386362.0 477185.0 L602031.0 477185.0 L673066.0 417991.0 L602031.0 358798.0 L386362.0 358798.0 L386362.0 477185.0 Z M536199.0 134547.0 L437969.0 134547.0 L437969.0 150049.0 L536215.0 150049.0 L517696.0 161539.0 C514044.0 163815.0 512934.0 168591.0 515224.0 172220.0 C517491.0 175847.0 522299.0 176950.0 525951.0 174675.0 L578120.0 142298.0 L525951.0 109921.0 C522299.0 107646.0 517491.0 108750.0 515224.0 112377.0 C512934.0 116005.0 514044.0 120782.0 517696.0 123056.0 L536199.0 134547.0 Z M536199.0 408404.0 L437969.0 408404.0 L437969.0 423906.0 L536215.0 423906.0 L517696.0 435397.0 C514044.0 437671.0 512934.0 442448.0 515224.0 446075.0 C517491.0 449702.0 522299.0 450806.0 525951.0 448532.0 L578120.0 416155.0 L525951.0 383778.0 C522299.0 381501.0 517491.0 382607.0 515224.0 386235.0 C512934.0 389862.0 514044.0 394638.0 517696.0 396912.0 L536199.0 408404.0 Z M260086.0 271475.0 L161858.0 271475.0 L180361.0 259985.0 C184012.0 257710.0 185123.0 252933.0 182832.0 249306.0 C180564.0 245679.0 175756.0 244574.0 172104.0 246849.0 L119936.0 279226.0 L172104.0 311603.0 C175756.0 313877.0 180564.0 312774.0 182832.0 309147.0 C185123.0 305519.0 184012.0 300743.0 180361.0 298469.0 L161842.0 286978.0 L260086.0 286978.0 L260086.0 271475.0 Z\" fill=\"#00A3AD\"><\/path>\n<\/svg><\/span><b>A\/B win strategy<\/b><\/div><div class=\"nrc-cell\"><span class=\"nrc-no\">8<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-31087 -31087 839337 566173\">\n<path transform=\"translate(0 0) scale(0.39474 0.39474)\" d=\"M1968382.0 485659.0 C1960484.0 334705.0 1869307.0 195640.0 1718262.0 104125.0 C1613899.0 40958.0 1489226.0 5154.0 1357785.0 512.0 C1226272.0 -4131.0 1098356.0 22881.0 987364.0 78451.0 C907963.0 118264.0 842172.0 169754.0 791894.0 231655.0 L780400.0 249592.0 L639932.0 226238.0 L636054.0 225816.0 C516036.0 220470.0 398768.0 244316.0 296802.0 294681.0 C145615.0 369454.0 46823.0 493256.0 25668.0 634502.0 C7334.0 757248.0 48868.0 876829.0 142865.0 973619.0 L0.0 1276792.0 L346022.0 1106002.0 C560954.0 1190483.0 821088.0 1161220.0 998012.0 1031440.0 C1025584.0 1011182.0 1050547.0 988813.0 1072689.0 964897.0 L1174161.0 998168.0 L1178110.0 999223.0 C1304051.0 1023421.0 1434012.0 1017090.0 1554877.0 981075.0 L1865006.0 1151865.0 L1788919.0 859454.0 C1910418.0 759991.0 1975575.0 624865.0 1968241.0 485729.0 Z M1054214.0 890546.0 L1018673.0 878869.0 C967620.0 853897.0 922137.0 823017.0 883424.0 786932.0 C751912.0 664538.0 715243.0 502330.0 785195.0 352642.0 L803811.0 323169.0 C850563.0 337871.0 894354.0 357707.0 933984.0 382467.0 C1110062.0 492271.0 1173103.0 674456.0 1091305.0 836242.0 L1054284.0 890546.0 Z M959722.0 979528.0 C796619.0 1099109.0 554537.0 1123799.0 357234.0 1041006.0 L343624.0 1035309.0 L137295.0 1137164.0 L221138.0 959269.0 L204073.0 943231.0 C114095.0 858610.0 73478.0 752394.0 89626.0 644068.0 C107537.0 523995.0 193496.0 417779.0 325502.0 352572.0 C409204.0 311211.0 504612.0 289687.0 603193.0 289687.0 C612502.0 289687.0 621880.0 289898.0 631329.0 290249.0 L737244.0 307835.0 L729488.0 320074.0 L727584.0 323521.0 C645221.0 497617.0 688024.0 693307.0 839351.0 834202.0 C883283.0 875141.0 934759.0 910030.0 992442.0 937956.0 L1004711.0 942317.0 C990820.0 955471.0 975800.0 967921.0 959793.0 979668.0 Z M1561999.0 911296.0 L1548742.0 915517.0 C1435000.0 951672.0 1311808.0 958847.0 1192425.0 936268.0 L1117960.0 911859.0 L1145955.0 870850.0 L1148000.0 867403.0 C1245735.0 676707.0 1171834.0 454849.0 968255.0 327882.0 C930176.0 304107.0 888783.0 284341.0 844852.0 268866.0 C888995.0 215617.0 946677.0 170950.0 1016346.0 136060.0 C1117678.0 85344.0 1235016.0 60724.0 1355528.0 64945.0 C1475969.0 69165.0 1589853.0 101804.0 1684767.0 159273.0 C1817267.0 239533.0 1897161.0 359747.0 1903931.0 489035.0 C1910559.0 614736.0 1849845.0 732839.0 1733000.0 821470.0 L1715865.0 834483.0 L1764873.0 1022929.0 L1562069.0 911226.0 Z\" fill=\"#00A3AD\"><\/path>\n<\/svg><\/span><b>Give-and-take<\/b><\/div><div class=\"nrc-cell\"><span class=\"nrc-no\">9<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-19012 -19012 513326 513224\">\n<path transform=\"translate(0 0) scale(0.30019 0.30019)\" d=\"M1582557.0 425652.0 C1584933.0 415196.0 1581892.0 404359.0 1574287.0 396659.0 L1186633.0 9100.0 C1179028.0 1495.0 1168191.0 -1642.0 1157544.0 830.0 C1147183.0 3301.0 1138627.0 11096.0 1135300.0 21172.0 L1055640.0 259963.0 L587945.0 571759.0 L574352.0 558546.0 C532525.0 516624.0 477010.0 493620.0 417883.0 493620.0 C358756.0 493620.0 303241.0 516624.0 261510.0 558451.0 L230045.0 589916.0 C224151.0 595809.0 220919.0 603509.0 220919.0 611779.0 C220919.0 620050.0 224151.0 627845.0 230045.0 633738.0 L567888.0 971581.0 L9126.0 1530438.0 C3232.0 1536237.0 0.0 1544032.0 0.0 1552302.0 C0.0 1560572.0 3232.0 1568367.0 9126.0 1574166.0 C20913.0 1585953.0 41256.0 1585953.0 52948.0 1574166.0 L611901.0 1015309.0 L949743.0 1353151.0 C961436.0 1364844.0 981874.0 1364844.0 993566.0 1353151.0 L1025031.0 1321687.0 C1066857.0 1279860.0 1089862.0 1224345.0 1089862.0 1165313.0 C1089862.0 1106281.0 1066857.0 1050671.0 1025031.0 1009035.0 L1011627.0 995346.0 L1323424.0 527651.0 L1562214.0 447991.0 C1572386.0 444664.0 1580180.0 436109.0 1582652.0 425652.0 Z M1027692.0 1165313.0 C1027692.0 1206759.0 1011912.0 1245924.0 983299.0 1275583.0 L971797.0 1287560.0 L295731.0 611589.0 L307709.0 599992.0 C337368.0 571379.0 376532.0 555599.0 417978.0 555599.0 C459424.0 555599.0 500395.0 572139.0 530529.0 602178.0 L981113.0 1052762.0 C1011152.0 1082801.0 1027692.0 1122821.0 1027692.0 1165313.0 Z M966759.0 950763.0 L632528.0 616532.0 L1077789.0 319660.0 L1263536.0 505407.0 L966759.0 950668.0 Z M1311826.0 466148.0 L1117239.0 271560.0 L1178362.0 88475.0 L1495007.0 405119.0 L1311826.0 466243.0 Z\" fill=\"#00A3AD\"><\/path>\n<\/svg><\/span><b>Buyer tactics<\/b><\/div><div class=\"nrc-cell\"><span class=\"nrc-no\">10<\/span><span class=\"nrc-ic\" aria-hidden=\"true\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"-31882 -31882 860819 601848\">\n<path transform=\"translate(0 0) scale(0.29813 0.29813)\" d=\"M1336390.0 44665.0 C1195090.0 44665.0 1078952.0 161596.0 1078952.0 304940.0 C1078952.0 448284.0 1195090.0 565215.0 1336390.0 565215.0 C1477685.0 565215.0 1593823.0 448284.0 1593823.0 304940.0 C1593823.0 161596.0 1477685.0 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  <!-- \u2500\u2500 from insight to behaviour: 5 levers + open training vs programme \u2500\u2500 -->\n    <div class=\"nrc-sec\">\n      <div class=\"nrc-wrap\">\n        <p class=\"nrc-eyebrow\">From insight to behaviour<\/p>\n        <h2 class=\"nrc-t nrc-chg-head\">Knowing what could be better is one thing.<br>Actually <em>doing it differently<\/em> is a behaviour change<\/h2>\n        <p class=\"nrc-lead\">Nobody changes their behaviour after one day of training. Salespeople least of all. What happens at the table only changes when you turn enough dials at once: before, during and after the negotiation with the customer.<\/p>\n\n       <div class=\"nrc-chg\">\n          <div class=\"nrc-hub\" role=\"group\" aria-label=\"Five levers around successful negotiation\">\n            <svg class=\"nrc-hublines\" viewBox=\"0 0 100 100\" preserveAspectRatio=\"none\" aria-hidden=\"true\">\n              <polygon points=\"50,16 82.3,39.5 70,77.5 30,77.5 17.7,39.5\" fill=\"none\" stroke=\"#00a3ad\" stroke-width=\"1.4\" stroke-dasharray=\"3 5\" opacity=\".55\" vector-effect=\"non-scaling-stroke\"><\/polygon>\n              <g stroke=\"#cdd9dd\" stroke-width=\"1.6\" vector-effect=\"non-scaling-stroke\">\n                <line x1=\"50\" y1=\"50\" x2=\"50\" y2=\"16\"><\/line>\n                <line x1=\"50\" y1=\"50\" x2=\"82.3\" y2=\"39.5\"><\/line>\n                <line x1=\"50\" y1=\"50\" x2=\"70\" y2=\"77.5\"><\/line>\n                <line x1=\"50\" y1=\"50\" x2=\"30\" 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C2708059.0 685084.0 2679947.0 621671.0 2679947.0 551771.0 C2679947.0 410136.0 2795158.0 294955.0 2936920.0 294955.0 C3078682.0 294955.0 3193894.0 410136.0 3193894.0 551771.0 C3193894.0 621671.0 3165781.0 685084.0 3120390.0 731381.0 C3162944.0 751836.0 3202157.0 779535.0 3236448.0 813824.0 C3296431.0 873776.0 3336253.0 948621.0 3352414.0 1029987.0 L3352432.0 1030164.0 L3387409.0 987769.0 C3446275.0 900630.0 3480646.0 795582.0 3480646.0 682504.0 C3480646.0 380959.0 3236229.0 136497.0 2934673.0 136497.0 Z M2934673.0 0.0 C3311608.0 0.0 3617143.0 305562.0 3617143.0 682504.0 C3617143.0 1059420.0 3311608.0 1364982.0 2934673.0 1364982.0 C2557739.0 1364982.0 2252204.0 1059420.0 2252204.0 682504.0 C2252204.0 305562.0 2557739.0 0.0 2934673.0 0.0 Z\" fill=\"#00A3AD\"><\/path>\n<\/svg><\/span>\n              <span class=\"nrc-nlbl\">Way of working<\/span>\n            <\/button>\n          <\/div>\n\n          <div>\n            <div class=\"nrc-hubtrack\" aria-hidden=\"true\"><span class=\"nrc-hubbar\"><\/span><\/div>\n            <div class=\"nrc-hubpanel\">\n              <div class=\"nrc-hp\" data-hp=\"mindset\">\n                <h3>Mindset<\/h3>\n                <p>There is no such thing as a discount. A concession is a transfer of value, and something should always come back in return. <b>If you are convinced of your own value, you hold on to it when the buyer turns up the pressure.<\/b><\/p>\n              <\/div>\n              <div class=\"nrc-hp\" data-hp=\"skills\" hidden=\"\">\n                <h3>Skills<\/h3>\n                <p>Probing until you get to the question behind the question. Reading the balance of power before you walk in. Pushing back and asking for something in return, without damaging the relationship. <b>These are skills, not personality traits.<\/b><\/p>\n              <\/div>\n              <div class=\"nrc-hp\" data-hp=\"messages\" hidden=\"\">\n                <h3>Concrete messages<\/h3>\n                <p>What exactly do you say when the customer wants 5% off? How do you open the conversation? <b>Words the whole team can use, not just your best negotiator.<\/b><\/p>\n              <\/div>\n              <div class=\"nrc-hp\" data-hp=\"tools\" hidden=\"\">\n                <h3>Tools<\/h3>\n                <p>A gameplan that challenges you at every level, a preparation for every important conversation and a formal assessment of the balance of power. <b>That way, preparation doesn&#8217;t hinge on one salesperson&#8217;s memory.<\/b><\/p>\n              <\/div>\n              <div class=\"nrc-hp\" data-hp=\"routine\" hidden=\"\">\n                <h3>Way of working<\/h3>\n                <p>How do you prepare, who sits at the table, how do you debrief and coach afterwards? <b>This is the part that makes it stick, and the part that is most often missing.<\/b><\/p>\n              <\/div>\n            <\/div>\n          <\/div>\n        <\/div>\n\n        <h2 class=\"nrc-t nrc-vshead\">Why an open training rarely solves this<\/h2>\n        <div class=\"nrc-vs\">\n          <div class=\"nrc-vscard nrc-vsa\">\n            <h3>Sending one person to an open training<\/h3>\n            <ul>\n              <li>One person learns something new; the team carries on as it always has.<\/li>\n              <li>The cases belong to strangers, not to your renewals, indexations and pricing rounds.<\/li>\n              <li>After the last slide, nobody steers on it, nobody coaches and nobody follows up.<\/li>\n            <\/ul>\n          <\/div>\n          <div class=\"nrc-vscard nrc-vsb\">\n            <h3>A programme with the whole team<\/h3>\n            <ul>\n              <li><b>Active knowledge sharing:<\/b> arguments and cases from your own accounts, the successes and the failures.<\/li>\n              <li><b>Working on all five levers at once,<\/b> before, during and after the negotiation with the customer.<\/li>\n              <li><b>Just-in-time reinforcement,<\/b> so your team goes into the negotiation more confident, better prepared and better supported.<\/li>\n            <\/ul>\n          <\/div>\n        <\/div>\n      <\/div>\n    <\/div>\n\n    <div class=\"nrc-sec nrc-ctaband\">\n      <div class=\"nrc-wrap nrc-bgrid\">\n        <div>\n          <h2>Want to know where you run the most margin or deal risk?<\/h2>\n          <p class=\"nrc-s\">The benchmark gives a first indication. The real value comes from the conversation afterwards:<\/p>\n          <ul class=\"nrc-qlist\">\n            <li>I get it, but how do I get my team to apply it systematically?<\/li>\n            <li>Which customer negotiations need extra preparation right now?<\/li>\n            <li>How does this translate into skills, tools, mindset and practical guidance?<\/li>\n          <\/ul>\n          <p class=\"nrc-urgent\">Something urgent? Call us on <a href=\"tel:+3224101100\">+32 2 410 11 00<\/a>\n            or email <a href=\"mailto:inquiry@perpetos.com\">inquiry@perpetos.com<\/a>.<\/p>\n        <\/div>\n        <div class=\"nrc-fcard\">\n              <script type=\"text\/javascript\" src=\"https:\/\/ma.perpetos.com\/form\/generate.js?id=201\"><\/script>      \n        <\/div>\n      <\/div>\n    <\/div>\n  <\/section><\/div>\n\n\n\n<section class=\"nrc-sec nrc-explore\" aria-label=\"Discover more\">\n    <div class=\"nrc-wrap\">\n      <h2 class=\"nrc-t\">Discover more<\/h2>\n      <div class=\"nrc-paths\">\n        <div class=\"nrc-pth\">\n          <h3>Nearly 100 salespeople moved from product to value conversations<\/h3>\n          <p>At Bekaert, the commercial teams went more confidently into conversations where uncertainty and doubt were the buyer&#8217;s weapon.<\/p>\n          <div class=\"nrc-vis\"><div class=\"nrc-refbox\">\n            <img decoding=\"async\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2026\/09\/bekaert.png\" alt=\"Bekaert\">\n            <p class=\"nrc-refq\">\u201cThe holistic approach, with realistic cases tailored to Bekaert, made for impactful training.\u201d\n              <cite>Ezgi Tanisir, PMO Manager<\/cite><\/p>\n          <\/div><\/div>\n          <a class=\"nrc-x-bekaert\" href=\"https:\/\/perpetos.com\/en\/reference\/bekaert-sharpens-complex-negotiation-skills\/\">Read the case \u2192<\/a>\n        <\/div>\n        <div class=\"nrc-pth\">\n          <h3>Client asked for 5% off, signed a 16% increase<\/h3>\n          <p>A key account in the packaging industry went out to tender, with a bid 12% lower on the table. One well-prepared negotiation later, there was a three-year contract.<\/p>\n          <div class=\"nrc-vis\"><svg viewBox=\"0 0 320 224\" role=\"img\" aria-label=\"The client asked for a 5 percent discount; a one-off price increase of 16 percent was signed, on a three-year contract.\">\n            <text x=\"6\" y=\"20\" font-family=\"'IBM Plex Mono',ui-monospace,Menlo,monospace\" font-size=\"10.5\" letter-spacing=\"1.1\" fill=\"#8d8d8d\">PRICE VS. PREVIOUS CONTRACT<\/text>\n            <text x=\"109.1\" y=\"44\" text-anchor=\"middle\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"11\" fill=\"#8d8d8d\">previous contract price<\/text>\n            <line x1=\"109.1\" y1=\"52\" x2=\"109.1\" y2=\"186\" stroke=\"#cdd9dd\" stroke-width=\"1.5\"><\/line>\n            <text x=\"52\" y=\"66\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"13\" fill=\"#5a5a5a\">Client asked <tspan font-size=\"17\" font-weight=\"700\" fill=\"#033151\">\u22125%<\/tspan><\/text>\n            <path d=\"M109.1 76 H56 a4 4 0 0 0 -4 4 v24 a4 4 0 0 0 4 4 H109.1 Z\" fill=\"#ff6a13\"><\/path>\n            <text x=\"109.1\" y=\"130\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"13\" fill=\"#5a5a5a\">Signed <tspan font-size=\"17\" font-weight=\"700\" fill=\"#033151\">+16%<\/tspan><\/text>\n            <path d=\"M109.1 140 H288 a4 4 0 0 1 4 4 v24 a4 4 0 0 1 -4 4 H109.1 Z\" fill=\"#00a3ad\"><\/path>\n            <text x=\"6\" y=\"212\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"11.5\" fill=\"#5a5a5a\">3-year contract \u00b7 one-off adjustment<\/text>\n          <\/svg><\/div>\n          <!-- WEB DEVELOPER: point this at the packaging case once it is published -->\n          <a class=\"nrc-x-mcc\" href=\"https:\/\/perpetos.com\/en\/reference\/when-one-negotiation-pays-for-the-entire-program\/\">Read the case \u2192<\/a>\n        <\/div>\n        <div class=\"nrc-pth\">\n          <h3>Sales Performance Benchmark<\/h3>\n          <p>Compare your organisation with best-in-class in twenty minutes.<\/p>\n          <div class=\"nrc-vis\"><svg viewBox=\"0 0 320 224\" role=\"img\" aria-label=\"Sales Performance Benchmark: where does your organisation stand against best-in-class?\">\n            <line x1=\"14\" y1=\"30\" x2=\"262\" y2=\"30\" stroke=\"#00a3ad\" stroke-width=\"2\" stroke-dasharray=\"2 7\" opacity=\".5\"><\/line>\n            <rect x=\"28\" y=\"140\" width=\"36\" height=\"40\" fill=\"#e7ebee\"><\/rect>\n            <rect x=\"82\" y=\"116\" width=\"36\" height=\"64\" fill=\"#e7ebee\"><\/rect>\n            <rect x=\"136\" y=\"84\" width=\"37\" height=\"96\" fill=\"none\" stroke=\"#033151\" stroke-width=\"2\" stroke-dasharray=\"6 5\"><\/rect>\n            <text x=\"154.5\" y=\"128\" text-anchor=\"middle\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"21\" font-weight=\"700\" fill=\"#033151\">?<\/text>\n            <rect x=\"190\" y=\"60\" width=\"36\" height=\"120\" fill=\"#e7ebee\"><\/rect>\n            <rect x=\"244\" y=\"30\" width=\"36\" height=\"150\" fill=\"#00a3ad\"><\/rect>\n            <line x1=\"14\" y1=\"180\" x2=\"306\" y2=\"180\" stroke=\"#e4e4e4\" stroke-width=\"2\"><\/line>\n            <rect x=\"28\" y=\"198\" width=\"12\" height=\"12\" fill=\"none\" stroke=\"#033151\" stroke-width=\"1.6\" stroke-dasharray=\"3 3\"><\/rect>\n            <text x=\"47\" y=\"208.5\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"12.5\" fill=\"#5a5a5a\">your organisation?<\/text>\n            <rect x=\"190\" y=\"198\" width=\"12\" height=\"12\" fill=\"#00a3ad\"><\/rect>\n            <text x=\"209\" y=\"208.5\" font-family=\"Lato,system-ui,Arial,sans-serif\" font-size=\"12.5\" fill=\"#5a5a5a\">best-in-class<\/text>\n          <\/svg><\/div>\n          <a class=\"nrc-x-benchmark\" href=\"\/en\/sales-performance-benchmark\/\">Take the benchmark \u2192<\/a>\n        <\/div>\n      <\/div>\n    <\/div>\n  <\/section>\n\n\n\n<div class=\"foot dyl has-global-padding\"><div class=\"nrc-wrap\">\n    <div class=\"cols\">\n      <div>\n        <p>Perpetos helps organizations maximize their commercial effectiveness by better aligning customer progress, cross-team collaboration, and day-to-day execution.<\/p>\n      <\/div>\n      <div>\n<p>        <strong>Contact<\/strong><br>\n        <a href=\"tel:3224101100\">+32 2 410 11 00<\/a><br>\n        <a href=\"mailto:inquiry@perpetos.com\">inquiry@perpetos.com<\/a><\/p>\n      <\/div>\n    <\/div>\n  <\/div><\/div>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>en nl Negotiation Readiness Benchmark How sharp is your teamgoing into negotiations? Contract negotiations, pricing agreements, negotiations with procurement\u2026 the decision is rarely made at the table. A negotiation is usually won long before, in the preparation and the road leading up to it. Take the Negotiation Readiness Benchmark Answer 10 short questions and see [&hellip;]<\/p>\n","protected":false},"author":11,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"department":[],"media":[],"topic":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Negotiation Readiness Benchmark - Perpetos<\/title>\n<meta name=\"description\" content=\"Negotiation Readiness Benchmark - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/negotiation-readiness-benchmark\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Negotiation Readiness Benchmark - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Negotiation Readiness Benchmark - 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