Staying on top of global negotiation trends and the latest thinking will help drive your own success. Our research reports and articles keep you up to date on what's happening around the world - all delivered with a keen negotiation angle and fresh perspective. 

Establishing value in Direct Store Delivery: Merchandiser

Nick Capuano & Jordan Mullins

April 2024

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we’ll look at a key player who is often overlooked—the Merchandiser.

Price displacement strategies: Navigating the hard truth in negotiations

Alexander Zhang

April 2024

In this article, Alexander Zhang, Senior Consultant at The Gap Partnership, shares strategies and tactics for crafting effective negotiation strategies in challenging scenarios.

The game changer: Why advanced negotiation skills are exceptionally critical in football, part one

Simon Rödder

March 2024

In this article, Senior Consultant Simon Rödder shares a deep dive to help you understand the challenges and opportunities faced by sporting directors when negotiating player transfers.

How to negotiate with difficult people

Rodrigo Malandre

March 2024

Negotiating with difficult people could be one of the most frustrating commercial situations. In this article Associate Partner Rodrigo Malandre explores negotiation strategies on how to manage a counterparty who fails to realize that value could be generated with a more collaborative and rational approach. This is a guide to successfully navigate through the oddities of irrational behaviors and closed mindsets to get better agreements.

Research report: Global commercial trends

The Gap Partnership

October 2023

Introducing our latest global research project focused on seven key commercial trends and their impact on professionals worldwide. Our unique emphasis on the negotiation angle of each topic provides actionable findings to enhance commercial negotiations and performance.

Navigating the new era of Darwinism: Adapting and evolving in a rapidly changing business landscape

James Kennerdale

September 2023

Step into the world of negotiation strategy with James Kennerdale, Senior Manager at The Gap Partnership. In this insightful discussion, he unveils the power of early diagnosis in people, processes, and organizational dynamics, revealing how it serves as a shield against the pitfalls that often lurk in the realm of business negotiations.

Lessons from game theory: How collaboration and communication affect payoffs

Daniel Rocha

July 2023

Game theory is a compelling strategic model that makes sense of the pivotal role that communication, trust, and alignment play in achieving optimal negotiation results. In this article, we deep dive into some famous game theory examples, and explore how the learnings can be successfully applied to negotiation for optimised outcomes.

Negotiating with clarity: Understanding and addressing cognitive fatigue

Mallory Gazette

July 2023

Negotiation, an essential aspect of business, requires mental agility and strong communication skills but can lead to cognitive fatigue, impacting the process and results significantly. By recognizing and understanding this fatigue, and employing effective strategies for prevention and mitigation, negotiators can improve their performance and secure better outcomes.

Imposter syndrome: The silent killer of negotiation success

Mallory Gazette

May 2023

Imposter syndrome, a psychological pattern where individuals doubt their own skills and accomplishments, can significantly impact performance in business negotiations. In this article, we examine this syndrome, gender biases, and the rise of virtual negotiations, concluding with practical tips and strategies to overcome it and become a more effective negotiator. By addressing limiting beliefs and adopting effective negotiation strategies, you can become more confident negotiators and achieve better outcomes for yourself and your organization.