Negotiation Success is linked to the Power of 4

By Stephen Kozicki
It is December and we are all getting ready for a happy Christmas. In December people start to relax and get ready for the Christmas break. However, having worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. I want to focus on a few things to help us prepare and get the best possible outcome at the table using the power of 4.

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What Strategic Account Management and Social Media have in common: The Law of Reciprocity

By Peter Browne
When we start to work with Account Teams, one of the areas we focus on is creating value. With major accounts this means “beyond products and services” and “beyond this financial year”. In an environment where there is laser focus on achieving revenue targets and maximising returns from our customers this is often a difficult change in thinking for teams and their managers to make.

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To solve impossible problems faster, be unreasonable.

By Gary Peacock
Gary Hamel recommends working on a prototype and recommends freeing up 50% of available time and freeing up some money to work on the project. All the businesses I have worked with are already pushed for resources: they don’t have enough time, money or people to do what they want. So, how can you get the resources—time, money and people – to work on some of your organizations problems?

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Be a more creative negotiator – focus on joint gains!

By Stephen Kozicki
Like in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is: critical suppliers are negotiating bad deals on price with professional procurement teams.

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Guru Gary Hamel is Wrong

By Gary Peacock
Management guru, Professor Gary Hamel has produced this short 9-minute video: Are you really serious about innovation. I am reluctant to argue with a guru like Gary Hamel, but I think he is wrong.

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