About Imparta
Imparta helps companies to achieve significant and lasting improvements in sales and marketing effectiveness.
Sales Effectiveness
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Global Sales Study
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Why Imparta
When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.
CNBC Interview
Imparta CEO, Richard Barkey, raises questions all business leaders should ask.
Negotiating Client Value
Negotiation in the context of selling is very similar to selling itself, in that taking a customer-centric view and understanding the purchaser’s business situation, needs and decision criteria will have a huge impact on the outcome of the negotiation.
Imparta’s negotiation offerings are tightly integrated with our sales methodologies, and cover the two main approaches to negotiation:
- Principled negotiation – strategies and tactics for ‘making the pie bigger’ by creating mutually beneficial trade-offs that create value for both parties; and
- Positional negotiation – tactics and behaviours for dealing with the element in any negotiation that is about ‘dividing the pie’ or gaining something at the other party’s expense.
By combining the best of both approaches we build a number of very specific negotiation skills in an experiential way to build confidence in dealing with both ‘business customers’ and highly-trained procurement professionals.
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