Insights

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.

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.

With predictions of a global recession and the current cost of living crisis taking its toll, many industries are facing enormous inflationary pressures, drawing buyers and sellers into inevitable conflict. Now more than ever, teams need to follow a robust and rigorous planning process for their upcoming negotiations.

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.

A statement from our CEO about The Gap Partnership's response to the war in Ukraine.

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?

It's understandable that a natural response to the commercial havoc that Covid has wrought would be to assume a competitive negotiation position. But paradoxically this is the time, now more than ever, for procurement teams to seek collaborative and creative solutions with their suppliers.

In these post-Covid times we are seeing inflationary pressure caused by rising commodity prices, as well as increasing wage demands. For companies who are now facing into negotiations with trade unions, there are five simple principles to keep in mind which will aid the discussions and ensure a positive result.

Front-loading decisions means bringing as many decisions forward as possible before they are due. Front-loading decisions is a powerful way to put you and your negotiation team in control of the execution phase of any negotiation. Anticipate potential problems before they arise and define your respective responses beforehand.