By Ben Byth | 16.11.21
Heads Up Negotiation
‘Heads up football’ means playing with your head up, observing what’s happening in front of you, regardless of the plans…
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By Ben Byth | 09.11.21
Forget Nimble and Agile – Try Competent in Our Post COVID Era
As we move from lockdowns and open up to begin to live with the Covid 19 endemic in our communities, many adjustments will be…
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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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