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The Gap Partnership is a management consultancy specialising in negotiation. We help organisations drive profitability, increase efficiency and reduce cost.
In a time of global upheaval, effective negotiation is more important than ever. Whether you are dealing with a merger, managing trade union agreements, repairing disrupted supply chains, or navigating a new commercial reality, negotiation is an essential skill for guaranteed success.
Negotiation solutions
Training by the world’s best negotiators
Negotiation is a life-enhancing skill. Whatever your profession, being a confident, effective negotiator can mean the difference between getting to a great agreement, and one that fails to optimise value for you and your business.
We offer a range of training programs face-to-face or virtual to help you learn how to negotiate even the most difficult and complex commercial agreements.
Our training
Events
The future of negotiation: The interactions between humans and machines
Join us for a webinar exploring the interactions between humans and machines in negotiation, as we investigate the role of humans alongside AI and predictive analytics to maximize value.
Creating a roadmap for negotiation success: The ultimate guide to planning, preparation and execution
Join our webinar to learn more about how planning for action impacts successful negotiations.
Procurement and environmental sustainability: Accelerating progress by optimising negotiation capability
Join us in discussing the challenges procurement teams may encounter when working with various suppliers on ES and evaluate which techniques are most suitable.
Events
The future of negotiation: The interactions between humans and machines
Join us for a webinar exploring the interactions between humans and machines in negotiation, as we investigate the role of humans alongside AI and predictive analytics to maximize value.
Creating a roadmap for negotiation success: The ultimate guide to planning, preparation and execution
Join our webinar to learn more about how planning for action impacts successful negotiations.
Procurement and environmental sustainability: Accelerating progress by optimising negotiation capability
Join us in discussing the challenges procurement teams may encounter when working with various suppliers on ES and evaluate which techniques are most suitable.
Insights
The Negotiation Society magazine: The psychology and recession issue
Emma Weare
November 2022
Salient commercial topics of our time are put under the microscope in this latest edition of The Negotiation Society magazine. With stories including the role of a chief strategy officer, psychological profiling, and how negotiation can help navigate turbulent economic waters, it's a must-read for negotiators everywhere.
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The many levels of value: Direct store delivery
Nick Capuano
November 2022
As negotiations become more complex we run the risk of eroding value by prioritizing price. In this article we examine the direct store delivery model that many CPG companies offer partners. When you allow yourself to see the bigger picture, multi-level value propositions become clear.
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The continuing impact of Covid-19 on global supply chains: The challenge and opportunity for skilled negotiators
Mike Giaimo
May 2022
In the new world order that’s emerging post-Covid, we are seeing a perfect storm of limited supplies plus increased cost for items globally produced and consumed. We assess the lasting impact of the pandemic on global supply chains, and the role that negotiation can play in mediating against it.
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Managing risk in a time of uncertainty
Paul Bradford
March 2022
In times of instability and unpredictability, the established patterns associated with business relationships can be severely tested. This may cause significant disruption and negative impact to planned or ongoing commercial negotiations. What can businesses and their negotiators do when faced with uncertainty and the risk it brings?
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Insights
Enhance: The enterprise toolkit for procurement professionals
The Gap Partnership
May 2023
We are delighted to announce the launch of Enhance, a powerful SaaS solution that optimizes negotiation performance and outcomes. Enhance has been developed to deliver optimal end-to-end planning and implementation for every single negotiation a procurement team undertakes. Its powerful but user-friendly online toolkit supports the entire process, enhancing efficiency, effectiveness, and results.
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The Negotiation Society magazine: Leadership and influence
Emma Weare
May 2023
Effective leadership can assume multiple approaches, personalities, and styles. The latest edition of The Negotiation Society magazine puts leadership under the microscope and includes candid stories from commercial leaders about their journey to the top, insights from future leaders, as well as expert analysis on the role negotiation plays in professional success.
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The power of delayed gratification in negotiation: How to say 'no' one more time
R. Brian Denning
May 2023
Have you ever wondered if delaying gratification could lead to better outcomes in negotiations? In this article, we explore the importance of this concept in negotiations, and provide tips for negotiating with limited time to achieve the best possible outcome. These tips include focusing on self-awareness, rejecting proposals to signal disapproval, scrutinizing past negotiations, proposing alternative counteroffers after rejecting a proposal. By implementing these strategies, you can improve your negotiation outcomes, ensuring that you don't leave any value on the table.
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Shifting your perspective to achieve more collaborative negotiations
Rodrigo Malandre
April 2023
Have you ever thought you were more collaborative than the other party during a negotiation? It turns out, we tend to overestimate our collaboration skills and misinterpret the competitiveness of the other party. In this article, we discuss the biases that lead to this illusion, the importance of understanding interests over positions, and provides suggestions for increasing collaboration in negotiations.
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