Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Jan 15 , 2016
Author: Stephen White
One of the defining qualities of a good negotiator is the ability to manufacture unusual tradeable variables apparently out of thin air. An example of this is how time is used as a variable. Most people would agree that a day comprises 24 hours. But management consultants know that a day in terms of charging fees is more likely to be 7 hours, so clients who need more than 7 hours find themselves paying for more than a day...
Published: Oct 16 , 2015
UK FMCG giant Tesco’s travails over the last few months have been many and varied. Recently they topped a grocers code adjudicator list for supplier complaints an in a recent survey only Iceland received a lower score from its suppliers, it must be cold there. For those that operate in this environment I imagine that this comes as no surprise and to be honest in my experience Tesco are not markedly worse than any of the Big 4. They all appear to operate on the basis that they have all the power and they can break and fix supplier relationships at will but is the worm turning?