Harvard Law School Program on Negotiation

This business negotiation strategy report from Harvard Law School Program on Negotiation shows how to negotiate better business deals.

NegotiationThe Gordian Team27 April 2017Negotiation, Negotiation StrategiesComment

Persuasive Pitching: Make Them Listen & Win

For more effective pitches you need to make your presentations relevant and memorable. Show what value you can bring to your client to help then achieve their goals. Garr Reynolds has a ten point checklist to make your pitch a well-told story to win the business. It starts by turning off technology, so you can focus on the job at hand. Moving to technology only when you are ready to create your presentation - if that is the method you choose to use.

Persuasion, EbookThe Gordian Team27 March 2017Persuasion, Persuading, Persuading for Results, PitchingComment

Cisco case study

A company that has a successful SAM program is Cisco. As a global leader it takes managing its major customers seriously, keeping the customer at the forefront of everything they do. So, Cisco moves from success to success, and in every key segment in which they compete they are the market leader.

The Gordian Team16 March 2017Comment

Negotiation Strategies for Women

Harvard Law School Program on Negotiation

This report from the Harvard Law School Program on Negotiation shows some strategies for success for women when negotiating. It explains how to avoid the backlash and push for better results and close the gender gap.

NegotiationThe Gordian Team6 March 2017Negotiation, Women Negotiating, Negotiation StrategiesComment

5 Books for Effective Negotiation that Produces Results

Negotiation is a vital skill needed to achieve results in a range of business interactions. When you understand how to effectively negotiate, you can plan and achieve better outcome in every situation by changing the focus to value, not price!

NegotiationThe Gordian Team27 February 2017Negotiation, Results, Agreement, Interests, PreparationComment

Persuading customers you can't afford to lose: Focus on them

The world of business is becoming ever more global and constantly changing, and changing fast.

Companies have fewer customers producing larger share of their revenue and profit Losing one of these customers would have dramatic financial consequences. How would you replace their sales? How would you replace their margin? It's almost impossible to replace these customers because your competitors will protect their large customers at all cost.

Persuasion, EbookThe Gordian Team6 February 2017Persuasion, Persuading for Results, Persuading, CialdiniComment

Persuading with Big Data - Keep it Simple

As executives and senior managers are getting bombarded with numbers and data, we try to understand what this means.

Persuasion, EbookThe Gordian Team9 January 2017Persuading for Results, Persuasion, Data, Big DataComment

Not just conflict

Changing market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.

The Gordian Team15 November 2016Comment

8 Steps to Accelerate Change

John Kotter's book Leading Change introduced the 8 step process for leading change, with the message: "You can lead change. Here is how to do it."

The Gordian Team15 November 2016Comment

Total Benefit of Ownership: Lowest Price ≠ Lowest Cost

Total Benefit of Ownership: Lowest Price ≠ Lowest Cost
By SKF

Buying on the total benefit of ownership boosts profitability by bringing sustainable savings.

The Gordian Team10 November 2016Comment

How can you persuade more effectively?

Persuasion is more than a thorough knowledge of your subject. You must be able to communicate the information persuasively.

The Gordian Team22 July 2016Comment

Myth busted - The Power of Persuasion

The smarter you are, the more likely you are to believe the myth.

Stephen Kozicki, who is the co-author of Persuading for Results, delineates the way to win more business through diligent persuasion and by taking the focus off content, in The Smart Manager magazine article published in 2016.

PersuasionThe Gordian Team21 June 2016Persuasion, Persuading for Results, ContentComment

Four Best Practices for Strategic Planning

Four Best Practices for Strategic Planning
Nicolas Kachaner, Kermit King & Sam Stewart
The Boston Consulting Group (BCG)
April 2016

StrategyThe Gordian Team11 May 2016StrategyComment

The Art of Choosing, Sheena Iyengar

This video by Sheena Iyengar, shows the problems with choice overload and provides some practical tips on how to reduce these problems.

The Gordian Team14 March 2016Choices, Decision MakingComment

Persuading with Big Data

Big data is here and the amount created will continue to increase at an exponential rate. How are you going to deal with this?

The Gordian Team14 March 2016Big Data, PersuasionComment

Why bother managing accounts strategically?

If you are not already managing accounts strategically, you have just one question: Why bother?

5 books to manage and grow your profits

Customers are always looking for new insights to develop and grow their profits. Strategic Account Management has proven the most effective way to build relationships and profits.