Whether you are a Star Wars fan or not, Yoda shared some great insights in the Star War movies that will stand the test of time. When it comes to focus his quote is a gem, with persuasion it has 100% applicability to your success – do, or do not.Read More
“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.
Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.Read More
Imagine you have a meeting with seven senior managers. The task of the meeting is to choose four customers to manage differently for the next 24 months. How long will it take to decide which four customers? Are you talking hours, or maybe days?Read More
At the end of a failed negotiation too many people blame bad karma for the result. Often they failed because they got to the negotiation table too quickly. The rush was to negotiate, where it should be to prepare.Read More
Clearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.
Clarity is required not around the features and benefits, but around the value piece.Read More
Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.
During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.Read More
There are a lot of clichés around about success and luck. I often tell negotiators the better your negotiation plan, the better your questions and the better you frame value, the luckier you can be...Read More
Too many strategic plans become yearly reviews not dynamic plans for how to compete. As Michael Porter teaches, the objective of strategy is to win in the marketplace, delivering superior sustainable performance. His convincing argument requires ...Read More