REAL-WORLD INSIGHTS
Having recently explored and deconstructed the myths that prevail in approaches of collaborative negotiation I thought I’d flip the coin to similarly highlight the myths associated with competitive negotiation. Our clients most frequently…
One of the conversations that crops up regularly on our programmes revolves around the styles in which negotiations are conducted. Broadly speaking, there are two distinct approaches: collaborative, or competitive.
"I've been so busy tendering for new supplier contracts and not had much time to negotiate" was the response I got when I asked someone I met at a recent networking event how they were approaching their public sector negotiations here…
Recently, I was speaking with a new prospect about a challenge he was facing. He said, “I need your negotiation training to teach my people to be more combative!” I was puzzled, so, I asked him to clarify... How to manage a combative negotiation,...
