In global negotiations do you understand culture?

We have already explored the theme from market trends: Are procurement undervaluing suppliers? In this blog, we will concentrate on the need to understand culture in global negotiations.

The secret of great global negotiations is not one thing, but many: communication, planning, risk taking and cultural differences. But, one key item or secret of success can be gleaned from Aristotle in his book Rhetoric . The secret is: balance your negotiation argument with logic and emotion.

Negotiation, Stephen KozickiStephen Kozicki4 November 2016Negotiation, Global, Cultural differences, Aristotle, Emotion, Logic, Connection, Culture, Barriers, Preparation, Logic & EmotionComment

Market Trends Impacting B2B Business Negotiations

There are a few relentless market trends impacting how B2B companies do business. These market trends are long-term and impact the top and bottom lines of B2B companies around the world.

1. Customer Consolidation

2. Centralisation of Decision Making

3. Different Decision Makers

4. Increasing Competition

All of these market trends are making it harder to keep, win and grow customers profitably. What does this mean for your organisation?

Negotiation, Stephen KozickiStephen Kozicki9 September 2016Negotiation, B2B, Trends, Value, Price Pressure, Procurement, Global Comment