Jonathan O’Brien, CEO of Positive Purchasing Ltd, internationally recognised expert on negotiation and published author, explains what we need to start to do differently to succeed and gain advantage in the future.

Global economic contractions and widespread operational disruption are changing the way we do business in virtually all countries, industries, sectors and disciplines. As businesses attempt to navigate these unprecedented challenges, those that succeed will be those that strategize and plan effectively, while adapting business practices to suit conditions.

Within this context, the practice of negotiation is changing dramatically, both because of the current landscape and incredible developments in digital and data technologies. While general principles of negotiation are part of human nature and, as such, not set to change, the practice is fast evolving and new approaches are coming to the fore.

As successful negotiators of the future, we must understand how best to adapt our skills accordingly.

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