Businessmen and women often forget that a negotiated agreement can still be changed. You have the option and opportunity to optimize an agreement throughout the business relationship. Why would it…
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Sean Callagy has developed a four-part communication strategy to go from “hello” to “yes” in a negotiation. One of the steps involves finding your counterpart’s pain point and understanding it…
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In a recent episode of the Negotiations Ninja podcast, I talked with Michael van Keulen (MVK)—the Chief Procurement Officer at Coupa Software. We talk about digital transformation in procurement and…
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According to The American Foundation for Suicide Prevention, in 2018 there was an average of 132 suicides per day. Millions of people in the United States alone lost their jobs…
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A Group Purchasing Organization—often shortened to GPO—negotiates contracts with major brands in thousands of different categories. They have already leveraged and negotiated contracts that allow YOU to take advantage of…
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Sun Tzu is credited with saying: “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Dan Oblinger and Allan Tsang busted some…
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What happens when a negotiation spins out of control and everyone is angry? How do you deal with a counterparts’ emotion? Do you simply walk away? Or reschedule? Dealing with…
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Formalized trade deals are beginning to take place between the United Arab Emirates and Israel. It’s a historically monumental move that’s come about as the world is in turmoil from…
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What Eastern philosophy can you embrace to enhance your negotiations? How does an Eastern mindset influence the negotiation process? Mala Subramaniam answered these questions in episode 145 of the Negotiations…
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We’ve ALL heard the adage “Put yourself into someone else’s shoes.” In theory, we can wrap our head around the concept. You try and think like the other person and…
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