Should we beat up our suppliers or collaborate with them? Jonathan O'Brien seeks to answer this 'of the moment' question Read More

Learn how to harness the power of your subconscious mind to gain advantage in a negotiation Read More

An essential guide to help you assess your true power position, featuring key tactics and techniques Read More

There are many personality traits that can both help and hinder a negotiation; a fear of failure, a desire to win, or even our own sense of self-belief. Of course it’s not ... Read More

Public sector procurement often requires a different negotiation approach to that used in the commercial sector. It may seem obvious to some, but why is that? Quite simply, in public sector organisations, the ... Read More

A good negotiator needs not just a repertoire of strategies, tactics and techniques but also the experience to know when and how to deploy them. One such strategy, the concession strategy, lies ... Read More

While predominantly used in Category Management and Supplier Relationship Management, Day One Analysis is helpful for negotiation planning – particularly when sourcing goods and services. Day One Analysis can be used to ... Read More

Everyone knows the importance of planning in advance of a negotiation to ensure that we are as prepared as possible to get the result that we want. But do you know what ... Read More

What the last 10 years have taught us about negotiation. The Red Sheet® negotiation approach is the tool of choice by many negotiators and companies the world over, whether in sales, purchasing, HR, project management or security services. As the Red Sheet negotiation approach celebrates its 10th anniversary, this month we reflect on what these exciting 10 years have taught us about ... Read More