Negotiation Navigators / Insights
Practical negotiation thinking.
Preparation, competitive process design and building negotiation capability.
Competitive process
Competitive Negotiation Is Designed, Not Improvised
Competition is not created by saying there are other suppliers. It is created by rules, incentives, perception, and commitment.
Read articleCapability
Negotiation as a Competitive Edge
High-performing teams do not treat negotiation as a late-stage event. They turn it into a repeatable capability.
Read articlePreparation
Better Information Creates Better Negotiation Results
The quality of a negotiation is decided long before the first concession. It starts with what the team knows, protects, and validates.
Read articleGovernance
Never Run a Competitive Process Without Stakeholder Buy-In
A competitive process only works if the organisation is willing to accept the outcome it has communicated.
Read articleStoryline
Storyline Beats Statistics in Negotiation
Facts matter, but facts do not organise themselves. A negotiation storyline turns evidence into a persuasive sequence.
Read articleValue creation
Stop Negotiating Price Alone
Price is visible, but it is rarely the only source of value. Tradeables turn a one-dimensional fight into a package deal.
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