Practical insights on negotiation strategy, tactics and human behaviour — drawn from real business experience.
Master the art of using negotiation tactics ethically and effectively. Learn why tactics alone won't make you a great negotiator and discover 5 proven principles for using them wisely without compromising your integrity.
Discover why barter negotiation is one of the most powerful and ethical tactics that can help you close truly WIN-WIN deals, especially in times of crisis. Learn the 5-step framework to execute successful barter negotiations and expand your negotiation possibilities.
In today's rapidly evolving business landscape, Procurement has become an increasingly critical function for overall business success. Discover the 5 essential strategies that procurement must implement to add significant value and ensure both short-term resilience and long-term growth.
Negotiation deadlock frightens even seasoned negotiators. But it doesn't have to be scary! Discover 5 powerful opportunities that a deadlock brings and how you can use them to your advantage to win the negotiation.
This is a blog post I wrote in May 2020, as the COVID-19 pandemic was hitting the World like a tsunami. I am reposting it 5.5 years later, as I believe it is as true now as it was at that moment!
Without hesitation, my answer was 'The SOLE responsibility of Procurement is to help the company sell more goods'. This translates into 2 concrete tasks: Supply Assurance and Create Value.
Discover how bringing back the 'human touch' in business negotiations can dramatically improve your success rate and help you stand out from the competition.
There are many ways to kill a brand. Screwing up the customer relationship is the "most successful" one. At the core, the issue is that the financial department won the internal negotiation with the brand team.
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