“Beyond the numbers: How the human element in negotiation can make or break the deal” – People don’t do business with companies, but with people. The human factor in business and the importance of EQ

Background 2014 almost saw the merger which would have created the biggest advertising group in the world, between advertising giants Omnicom and Publicis. The merger was unveiled in July 2013 with a champagne toast and warm embraces by the two chairmen on Publicis’s...

“Maximising Value in Negotiation”

A speech to Salomon employees by Warren Buffett included the words: “Lose money for the firm, and I will be understanding. Lose a shred of reputation for the firm, and I will be ruthless”. In his famously succinct and incisive way Buffet put his finger on a...

“Joint Business Planning?” – Joint business planning is still necessary, although possibly in a different format. How to get the best out of this process and overcome some of its pitfalls

Although Joint Business Planning in its purest form seems to have gone out of fashion in some quarters, the need for suppliers and retailers to develop joint plans remains, and as a topic it continues to be one of the most challenging for both sides of the fence. The...