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The Virtual Negotiator

The world is constantly changing, as we adjust to this new threat and a new way of working. This article looks at how to maximise value during social distancing.

Lloyd E. G. Barrett

Interests: Strategy

Combining Work And Kids At Home During The COVID-19 House Arrest

A negotiation consultant and a single mother of two, COVID-19 has forced, like many others, to face into the challenge of how to remain productive at work and home. Not straightforward when you are forced to stay at home in a 100m² apartment in Madrid and are not even allowed to go for a walk outdoors.

An Moisson

Interests: Strategy

Procurement: Is there a Negotiation Gap? Part 5

This short article looks at the impact of technology, and how this is having both a positive and negative impact upon negotiations.

Tim Milne

Interests: Strategy

Procurement: Is There a Negotiation Gap? Part 4

Time-Poverty, the Paucity of Planning, and the Counterparty

Tim Milne

Interests: Planning

Procurement: Is There A Negotiation Gap? Part 3 - An OverReliance On Tenders

This article looks at the overreliance upon tenders and the use of the procurement process itself to drive and extract value as opposed to actually conducting a negotiation to drive the benefits.

Tim Milne

Interests: Creativity

Procurement: Is There A Negotiation Gap? Part 2 - Stakeholders, Resourcing and Capability

In my first article I asked a range of controversial questions: if procurement is gradually losing the art of the deal, are the negotiation capabilities of procurement professionals being eroded, and whether sales teams are gaining an upper hand in negotiations?

Tim Milne

Interests: Strategy

Procurement: Is There A Negotiation Gap? Part 1 - What's The Problem?

Is procurement gradually losing the art of the deal? Are the negotiation capabilities of procurement professionals being eroded? Are sales teams gaining an upper hand in negotiations?

Tim Milne

Interests: Planning

The Strategic Negotiator's Guide To Post-Contractual Implementation

Negotiating a great deal is only half the battle...forget the implementation aspect at your peril!

Tamara Hodgson

Interests: Execution

Lateral Thinking

Think you're not creative? Think again. All negotiators have the ability to unlock value by approaching a problem laterally.

Alistair White

Interests: Creativity