“Negotiation without Conditionality?”

Would you agree to give something away without being sure of getting something in return? What might it take for you to even consider this idea? In some quarters of the grocery trade, negotiations between suppliers and retailers have changed in the last twelve months,...

“Does your conversation extend beyond Wants?”

Account managers and buyers tell us that there are three types of people they deal with when it comes to “partnership”: Those who talk about partnership, but don’t actually practise it; Those who neither talk about it, nor practise it; Those who do it! I am not going...

“Volkswagen: a question of Trust”

In the last week VW US has been found to have cheated. The Environmental Protection Agency (EPA) found that software in several VW diesel cars could deceive regulators, meaning that engines could appear up to 40 times cleaner than they actually are. Fines could reach...