The big problem for the buyer wishing to be prepared is that the buyer’s day does not allow much time for real preparation. This means...

The following extract shows how to handle a compliance clause in negotiation: “…..in conclusion, Mr Buyer, I would like to talk you through our agreement,...

Selecting potential customer partners can be made more effective by systematic analysis of the degree of compatibility between both companies. This assessment involves a detailed...

Dealing with a buyer who insists on taking a short-sighted approach to buying by concentrating upon gross margin and sales performance, ignoring the total...

How to calculate the % extra discount to offer the customer for a reduction in payment period. Benchmark each of your key customers against your...

The entry of a ‘single-depot’ international retailer demanding ‘home country’ terms can have a fundamental effect upon the market at local level. First there will...

Negotiation within the convenience sector requires a systematic review and modification of each stage in the negotiation process: Starting with establishing customer needs, even this...

The potential for fundamental change in a major customer relationship following the appointment of a new managing director can represent an opportunity or a...

With the increasing degrees of integration and expectation on both sides, both supplier and customer have become heavily reliant upon the KAM and the...

Keeping trading partners’ eyes on the ball during the accelerated fire-fighting of a merger/takeover situation can be made easier by bearing in mind that...