Insights

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.

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.

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.

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.

In the past couple of years consumers have been hit hard by the impact of the rising cost of living. Price increases are so stretched that wages are not keeping pace with inflation. Scott Chepow explores the current global economic challenges we face, and how with alignment and the right mindset, opportunity can create true partnerships. Negotiation is in the air!

Learn from the inspiring journey of PepsiCo Vice President Brian Ripley and discover the power of influential leadership. Motivate, inspire, gain trust, and create purpose - these are some of the necessary steps to become a successful leader who can foster healthy communication and collaboration between team members while achieving amazing results. Brian is an example of what exemplary leadership looks like, so let him lead you to greater productivity and satisfaction with his empowering and adaptive style.

In a contract, it is usually stated that if one side fails to follow through with what has been promised, then there will be consequences. There are many instances in life where we are promised something and when it doesn't happen, the response is often an emotional one. We assess the impact of people making emotional decisions, often to the detriment of the contracted relationship.

Omnichannel and e-commerce negotiations have been part of market considerations for close to a decade. Over the last two years this conversation has moved from a theoretical to commercial imperative due to consumer acceptance of e-commerce and significant growth of other non-traditional fulfillment models. In this article we'll explore the fundamentals of negotiations within each and how they are different from regular negotiations.

For anyone that wants to build effective negotiation strategies and get the results they want, this newly revised third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating delivers a comprehensive and up-to-date exploration of the traits and behaviors associated with successful negotiation.