This questionnaire has been designed to assist the C-suite, Managing Directors, VPs of Sales, Sales Directors, Procurement Directors, Business Leaders and Business Owners in getting a comprehensive view of how their organisations and business functional areas negotiate as a whole, identify gaps that erode profitability and improve negotiation performance of their mission-critical teams.

  • More than 80% of salespeople make a price concession before closing the sale and an average of 1% price discount may decrease your operating profits by 8%-11%.

  • 50%-70% of a typical company’s revenue goes back to suppliers and only 13% of organisations confirms that they realise all of the anticipated value from supply contracts.

  • A 1% decline in variable costs can result in more than 7% increase in operating profits.

  • Between 20% and 40% of the annual contract value is at stake due to how contracts. are negotiated and how relationships are managed.

  • 60%-80% of strategic alliances fail to deliver expected benefits and value.

  • 70%-90% of mergers and acquisitions fail and up to 90% of these strategic deals do not boost shareholder returns.

  • IACCM found that companies with no standardised negotiation processes in place suffered an average net income (bottom line profitability) decline of 63.3 per cent.

How your organisation negotiates as a whole can make or break your company. Complete this questionnaire to receive a tailored report with actionable recommendations on how to create exponential growth in your business by transforming negotiation from an individual competency into an organisational capability.


Our negotiation training programmes are borne of the demand to deliver practical and comprehensive negotiation strategies, processes and tools, and develop negotiation skills that produce real business RESULTS:


Price Negotiation Masterclass 22 Aug 2022 online Sign up
Price Negotiation Masterclass 19 Sept 2022 online Sign up
Advanced Negotiation Training 19-21 Sept 2022 London Sign up
Advanced Negotiation Training 07-09 Nov 2022 Dubai Sign up


It was the best negotiation training I have ever attended.

David W. - Client Business Manager, Vodafone

I have just completed Michael’s negotiation course. Michael made the course very interactive and used a variety of different approaches in his teaching. He is clearly very knowledgeable with regard to negotiation. I used to run internal training courses for several years after receiving extensive training to do so. As a result, I am tough to impress. However, I thoroughly enjoyed the session and gained a lot of valuable learning.

Kevin R. - Business Improvement Manager, Network Rail

I attended a sales negotiation course run by Michael and he really knows his stuff. The courses he runs are full on and intensive involving group work, exercises and individual feedback. The skills you gain in such a short period of time are priceless. The knowledge gained from the course has significantly improved my negotiation skills and has ultimately helped increase the company sales revenue. I would highly recommend you speak with Michal to see what he could offer.

Jim V. - Business Manager, Vascutek

I have become more mindful of my preparation and time spent before engaging with internal and external customers. Using negotiation skills and planning, I’ve been able to bring in 3 service orders for work (22 days of work, and >$10,000 in revenue).

Nichole C. - Project Manager, NGA HR

The Negotiation Training & Intervention delivered by Michael Zieba helped tremendously. The meeting with the customer who used to be very aggressive went very well and they very much want to partner with us to make this partnership successful. We executed our negotiation strategy and the customer has signed the biggest CR in the history of our company – £3.5M. Thank you very much!

K.L. - Regional Director , NGA HR


Go to Top