REAL-WORLD INSIGHTS

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Published: Dec 03 , 2018
Author: Alain Smith

Guess what’s coming? Not difficult, really! John Lewis has released its new ad, the shops are full of tinsel and advent calendars, even Slade must be ready for their annual cheque for the never-grows-old “Merry Christmas Everyone”. That must be brilliant - writing a Christmas hit that is, not being an ageing Rock Star from the 70s. Although that said, the Stones look alright on it...

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Published: Oct 01 , 2018
Author: Ben Byth

We are always thrilled to hear when clients tell us about how they have used specific things they learned from us. One of my clients called last week to say she was getting some success around raising prices. One of the big challenges with raising pricing is that nobody involved likes it. The customer resists, the salesperson is reluctant, and, possibly, everyone resents it...

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Published: Sep 20 , 2018
Author: Tyler Hall

Most of us likely won’t have an opportunity to negotiate with Donald Trump, but what an experience that would be! Some of us do negotiate with organisations that are Trump-like, though. Trump has a lot of power as leader of the USA and we have industries that have a lot of power through monopoly or oligopoly. If you are involved in these types of negotiations you could apply similar principles as those one might use negotiating with Trump.

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Published: Aug 30 , 2018
Author: Brian Buck

The most common objection I’ve heard from customers throughout the years is, “You are the most expensive.” I must be the luckiest the guy on the face of the earth to have only represented the most expensive brands and products in the marketplace! Who knew? Sarcasm aside, that’s obviously not the case. So why was I always hearing that I was the most expensive? More importantly, what did I do about it?

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Published: Jun 06 , 2018
Author: Alain Smith

What a great question. And one I was asked recently by a client who was interested in figuring out a metric by which they could measure deals to figure out if they were good or not. I am sure in the past we have all sat back as the ink begins to dry on the contract, and wondered if the deal was a good one, could we have pushed a bit harder, conceded a little less, got a bit more volume or a longer deal, did we really need to piss off the other side quite so much, or could we have pissed them off a bit more without damaging the long term...

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Published: Apr 05 , 2018
Author: Alan Smith

A subject that often comes up is how to deal with situations where we have limited power or where the other side seems to have no interest in negotiating with us. Memorably, one client asked me to give them the precise words or phrases that would make the person on the other side of the table say ‘yes’ to whatever they were proposing. They were asking for the equivalent to a negotiating Jedi mind trick....

Latest Blog:

Don't Lie To Me!

Ever been lied to at the negotiation table? We’ve all heard people say things that we suspect might be untrue (“We have three other viable bids”, “Your proposal is the most expensive” or that old chestnut “That’s my final offer”). It’s certainly true that some people lie in negotiations, with the goal of shifting the power balance in their favor...

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