Conducting Risk Analysis on important business recommendations or actions can help anticipate and manage problems in implementation. This process can be applied to negotiation...

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical manufacturer concessions include delivering on...

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical retailer concessions include giving extra...

During negotiation, the ‘give and take’ environment can make it difficult for the seller to say "no" to impossible requests (i.e. requests for over-rider,...

The bargaining power of numbers in negotiation can be considerably enhanced by developing skills in the interpretation and transmission of verbal and non-verbal signals. Whilst...

Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two thirds of the action. Body language includes any...

Bearing in mind the need to avoid ‘piece-meal’ exchange of concessions in negotiation, it is essential to place all moves within a financial context...

Having established a financial context for the negotiating session, it is essential to take a structured approach to negotiating the price. Essentially, having calculated a...

Coming from a sales tradition where optimism rules, the NAM is inclined, even encouraged, to avoid all concept of risk in negotiation. However, in recognising...

Making a final offer in negotiation is often difficult, especially when the buyer feels that more is available ‘for the asking’. Indeed, to offer...