Insights

Logistics businesses are getting bigger, but scale alone doesn’t guarantee stronger margins. This article explores what can sit behind a customer’s demand for a lower price, from greater certainty to flexibility and reduced risk, and how uncovering those needs can unlock more value.

Great ideas don't fail because they're commercially weak. They fail because the people whose support matters weren't involved early enough. FIFA's recent challenges offer a timely reminder of why the negotiation before the negotiation matters most.

What if biopharma is approaching access negotiations the wrong way? In today's complex and highly scrutinised environment, treating negotiations as isolated events is no longer enough. This article introduces integrative strategic negotiation - a more connected approach that links decisions across functions, products and time to unlock greater value, improve patient access and deliver stronger commercial outcomes.

This film explores how influence in negotiation begins long before any numbers are exchanged. Professor Uta Herbst introduces semantic anchoring, the strategic use of language to shape expectations and steer outcomes when making the first offer isn’t possible. The concept is then brought to life through practical commercial examples from The Gap Partnership.

The Gap Partnership has achieved Qualiopi certification across its full suite of negotiation programmes. This recognition affirms the quality and rigour of our approach, designed to deliver lasting impact across individuals, teams and organisations. It confirms our alignment with France’s National Quality Framework, spanning methodology, consultant expertise and continuous improvement. For clients, it also enables access to public and mutualised funding. Qualiopi reinforces our commitment to measurable commercial outcomes.

AI has moved from curiosity to commercial imperative. In negotiation, that creates opportunity and unease in equal measure. Meg Headley, Chief Innovation Officer at The Gap Partnership, explores how AI is changing the way negotiations are prepared and decisions are made, and how organisations can move forward with confidence using AI to strengthen judgement, not replace it.

This article explores how resilient organisations prepare early, align internally and negotiate with intent rather than urgency as pressure builds. Periods of volatility don’t usually expose failure at the table; they expose the misalignment that came before it — unclear priorities, untested assumptions, fragmented decisions. When conditions shift, negotiation stops being transactional and becomes strategic.

AI is rapidly reshaping negotiation, shifting power dynamics, speed, and expectations across commercial teams. Many organisations feel pressure to act but lack clarity on where to start or how to invest effectively. This creates hesitation or misaligned investments. A structured, commercially grounded approach helps leaders identify the right opportunities and move forward with confidence.

Sustainability in procurement isn’t just a compliance tick-box, it’s the secret ingredient for commercial success. Our white paper serves up practical strategies and negotiation frameworks to help procurement teams bake sustainability into every supplier relationship - unlocking cost savings, resilience and innovation. Discover how a holistic, partnership-driven approach can turn sustainability into your competitive advantage.