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Chief Negotiation Officer

The CNO is the conductor of the process

He sets the strategy, defines the SCO-Shared Common Objectives, déterminés the tactics, builds and manages the team, makes preparations, conducts the negotiation and come back with an outcome.

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He does  this with you and/or for you.

  • The CNO is a highly trained negotiation expert ready to take full ownership of your high stakes’ deals.

 

  • The CNO ensures a constant 360° view on your objectives, stakes, and value streams in full alignment with your value strategy.

Benefits to your company? 

  • Success: Increase the striking ratio within your firm. 

  • Profitability: Increase revenues & profitability and minimize losses.

  • Efficiency: one single inhouse authority covers all negotiation advice.

  • Risk: minimize risks and prevent escalation of problems.

  • Continuity: expert inhouse support for active negotiations.

  • Independence: train your own negotiating teams.

  • Maintain the edge: flexible and ongoing support and assistance. 

  • Protect your investment: The CNO accumulates your expertise and transmit the knowledge & know-how internally.

  • Long-term success: the CNO shapes negotiation success into your company’s DNA.

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Chief Negotiation Officer (CNO)​

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According to recent research by McKinsey & Company, published by the World Economic Forum, 93% of business leaders express strong interest in introducing a new executive role designed to improve negotiation outcomes: the Chief Negotiation Officer (CNO).

 

This role is emerging as a key driver of success, with 70% of leaders agreeing that establishing a “negotiation center of excellence” would significantly impact negotiations with suppliers, customers, and top global M&A efforts. By creating dedicated negotiation teams and fostering specialized skills, organizations can embed a “negotiation DNA” into their standard practices, leading to more strategic and effective outcomes.

 

Boost Earnings by 5% or More

Despite the crucial role negotiation plays in unlocking value in commercial contracts, many CEOs and CFOs focus solely on M&A agreements or financing deals. However, research shows there is considerable untapped value in developing a comprehensive negotiation capability. In fact, 96% of CEOs and CFOs believe that having world-class negotiators within their organizations could raise earnings before interest and taxes (EBIT) by at least 3%, with most expecting potential gains of 5% or more.

 

A Strategic Management Approach

Negotiation is increasingly recognized as a critical management strategy, with many forward-thinking organizations already reaping the benefits of a world-class negotiation framework. As companies that prioritize negotiation maturity gain a competitive edge, the CNO plays a pivotal role in driving improved negotiation processes, boosting financial outcomes, and fostering long-term success.

 

This version focuses on the strategic value of the CNO role and its potential financial benefits for the organization.

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