Insights
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.
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.
A recipe for conflict: Navigating the current global economy
Scott Chepow
April 2023
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!
The power of influential leadership
Brian Ripley
March 2023
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.
Thank you, next!: How does it make you feel when someone breaks a contract with you?
Jordan Steinohrt
January 2023
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.
Negotiating in an omni world
Drew Gallaher and Rodrigo Malandre
January 2023
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.
The Negotiation Book's new and updated third edition
December 2022
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.
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.
The battle for price: How leadership can unlock the potential of their negotiation teams
Vince Brook
July 2022
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.
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.