“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...

“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...