What information to share with your negotiation counterpart, when to share it and how to get that internal alignment before you do share can be tricky…. but it’s not… Read More →

‘Heads up football’ means playing with your head up, observing what’s happening in front of you, regardless of the plans… Read More →

As we move from lockdowns and open up to begin to live with the Covid 19 endemic in our communities, many adjustments will be… Read More →

In whose terms do you value the concessions you make?  A large B2B service provider recently posed the problem of their long-term Enterprise clients who… Read More →

Just because a buyer wants to run an RFP process, doesn’t mean you should. Buyers may choose to use an… Read More →

Who among us hasn’t found ourselves in a negotiation unexpectedly, or off the back of a hurried preparation? A lack… Read More →