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.
The power of influential leadership
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?
How does it make you feel when someone breaks a contract with you? What if it was a social contract? They don’t walk fast enough on the street, they show up late to an appointment, or they decide to throw their trash next to the bin as opposed to in it? Or what about a relationship contract? You find out your friend has been saying nasty things about you behind your back, your teammate makes a selfish move on the field, or your partner has been having an affair? Contracts, written and signed, verbal or otherwise, are fundamental in framing our expectations of the people around us. Breaking those contracts and therefore, not delivering to those expectations, often generates an emotional response.
Negotiating in an omni world
Drew Gallaher and Rodrigo Malandre
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
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 Negotiation Society magazine: The psychology and recession issue
Salient commercial topics of our time are put under the microscope in this latest edition of The Negotiation Society magazine. With stories including the role of a chief strategy officer, psychological profiling, and how negotiation can help navigate turbulent economic waters, it's a must-read for negotiators everywhere.
The many levels of value: Direct store delivery
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
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 Negotiation Society magazine: Client-centricity and transformation
What do the Japanese economy, Dragons’ Den, and our senior partner in the Americas have in common? They all feature in this ninth issue of The Negotiation Society magazine. With themes of client-centricity and transformation, it’s a must-read for anyone with an interest in business, life and negotiation.
The continuing impact of Covid-19 on global supply chains: The challenge and opportunity for skilled negotiators
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.