By Ben Byth | 02.11.21
Looking Beyond Price in Negotiation
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…
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By Ben Byth | 02.11.21
The Issue with RFP from a Seller’s Perspective
Just because a buyer wants to run an RFP process, doesn’t mean you should. Buyers may choose to use an…
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By Ben Byth | 26.10.21
Negotiation Strategies and Plans
Who among us hasn’t found ourselves in a negotiation unexpectedly, or off the back of a hurried preparation? A lack…
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By Ben Byth | 19.10.21
Environmental, Social and Governance (ESG): More Negotiating Issues
“What’s good for General Motors is good for America.” This misquote from Charles Wilson sums up the alignment between the…
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By Ben Byth | 12.10.21
Fixing Legacy and Precedent Issues
Have you ever been in a situation where a current agreement in place needs to be fixed? It could be due to a…
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By Ben Byth | 05.10.21
Combatting Bias in Negotiations
We are all increasingly aware of the importance of addressing bias in critical decisions like recruiting, promotion and remuneration. But what…
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By Ben Byth | 28.09.21
The Fallacy of Being Adversarial to get the Best Deal
Recently I was assisting a client on an important deal when their boss turned to me and said: “If I don’t hear our counterparty complain about…
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By Ben Byth | 21.09.21
Executive Involvement in Negotiations
As we start to consider a mass vaccination way of life and a new managed COVID normal, most organisations will…
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By Ben Byth | 14.09.21
Getting on the Front Foot with Grievances
It is surprising that I am still amazed when a client’s problem almost precisely matches one of our cases. I say surprising because they virtually always do… after 40…
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By Ben Byth | 25.08.21
Coronavirus – Questions into the Future
Little did we know: a strange lockdown in Wuhan in early 2020 was going to have a profound impact on…
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By Ben Byth | 20.07.21
The Negotiator’s Response to Unreasonable Demands
Every now and then someone will make a demand of you that you can’t help but feel is unreasonable. Your…
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By Ben Byth | 16.06.21
Offering A Fee Reduction (Without Being Asked)
Why would you offer to reduce my fee… this company has a serious problem! I was dreading a call to…
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