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 MoreOne of the great pleasures I have in working on live negotiations with senior global executives, is being able to watch great negotiators reach a successful outcome in tough circumstances. This is achieved through careful planning and a genuine connection with the other person or persons...
Read MoreI have just returned from projects in Malaysia and Singapore. The region is fast paced, chaotic, and full of opportunities and pitfalls. When dealing with these opportunities and pitfalls I am surprised with how agile successful people and companies are...
Read MoreThe competitive market that we all operate within is changing fast; past successes are not predictors of future success. Your competition is changing and changing fast. The question is ...
Read MoreAre you facing some of your toughest negotiations? Are you constantly being asked to drop your prices? Are you finding it ever more difficult to get past “No”?
In business, if at the first no from a customer we drop our price then ...
Read MoreIn a consulting project in Beijing, the head of a global IT firm asked “What was the secret of being a successful negotiator?” In fact as they had global customers, “What was the secret of being a successful global negotiator?”
Read MoreWhat signals are you missing at the negotiation table?
The message for us all in negotiation is the better prepared we are, the more ...
Read MoreHave you ever arrived for a negotiation meeting to discover that ...
Read MoreI want to use this blog to focus on the part of your negotiation planning when you and your team have to ask this question, “What is the consequence of not reaching an agreement?” I use it when ...
Read MoreA skilled global negotiator will always connect at an emotional and rational level in the negotiation and will always ...
Read MoreHaving worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...
Read MoreLike in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
Read MoreAll of us have been in a negotiation that has ended with ...
Read MoreRecent research from Stanford suggests we don’t negotiate well with our best customers because we ...
Read MoreIt is only days away to the Olympic games of 2012. This is a great time to reflect on ...
Read MoreI recently completed a major consulting and negotiation project with a global bank. One of the more lively discussions was on how training can help senior executives develop a framework for strategic negotiations. It was clear ...
Read MoreAs some of you know, from the last blog that I have just returned from an executive workshop at the Harvard Law School, Boston, USA. One main message from the “Negotiation and Leadership” workshop was ...
Read MoreIn their marketplace, your top accounts are under tremendous pressure and are struggling to deal with ...
Read MoreWhen consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...
