Insights

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
10 Brexit negotiation tips!  It’s hard to find an article that isn’t asserting a view on Brexit right now, but it’s even more difficult to find one that gives real help and guidance on what business leaders, politicians and the rest of us need to get on and do. There is much talk of the need for negotiation, and lots of it! This article ... Read More
Ten questions to help understand and plan for cultural differences. International commerce means the world is fast becoming a smaller place. As a result, it is easy to assume that, if organizations are interacting routinely across geographic boundaries and conducting business in one increasingly universal language, there is no longer a need to consider our cultural differences. Cultural differences shape who we are, ... Read More
“How do I know what I should pay for this?” is a fair question when planning a negotiation and one I frequently hear being asked, especially by those just starting out. There is a common misconception that somewhere out there lies a magic tool or approach used by the professionals to gain this insight. Sadly, there’s not! In some cases, with a bit of prior effort, research ... Read More