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January 2, 2025How to manage concessions effectively?
In complex multi-party negotiations, managing concessions effectively can make or break your success. Poorly executed concessions risk weakening your position and stalling agreements. This guide provides a step-by-step blueprint to navigate concessions…- January 1, 2025
What Happens When You Fold in Critical Supplier Negotiations?
In procurement, every negotiation is a balancing act. But when pressure rises and clarity fades, it’s easy to fold—agreeing to inflated costs, unfavourable terms, or vague agreements just to ‘get it done.’… - June 18, 2018
How To Improve Your Negotiating Performance & Results in 3 Easy Steps
Learn how to improve your negotiation performance in three easy steps: mastering business acumen, preparing effectively, and engaging strategically to consistently achieve better results.… - March 28, 2018
Negotiation best practices – negotiation preparation
Learn how to effectively prepare for business negotiations by analyzing key elements like context, deal objectives, pricing, and risks. Discover strategies to optimize your efforts and achieve better results.… - March 28, 2018
Pricing Myths
Discover pricing truths, avoid costly myths, and learn to create value that drives customer loyalty and sets you apart without relying on discounts or price cuts.… - March 28, 2018
Assessing Value for Money in Supplier Negotiations
Learn how to assess value for money in supplier negotiations by balancing cost and non-cost factors like fitness for purpose, risk, and whole-of-life costs for optimal procurement decisions.…