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Published: Oct 31 , 2019
Author: Robin Copland

Negotiations are often formulaic. Management, for example, go into a negotiation fully expecting the union to make the first proposal. This approach has been accepted as the norm for so many years that somehow, it is seen as “not the done thing” to do anything different. If management is keen to...

Published: Oct 31 , 2013
Author: Mike Freedman

Like most sales people I talk about value first and price last. This week was no exception. My prospective client was considering courses for the company’s purchasing managers. The meeting was going very well, and when the quotation was requested I announced the total price for our three-day negotiating skills course upon which my much-interested prospective client asked…"is that the cost per day?"...

Latest Blog:

Bad Behaviour (From The Good Guys)

I’m fascinated by how brands can make us feel. The intensity of that feeling, what drives it and how long it can last. The infamous ones in my experience include IKEA. Nothing makes my blood curdle more than the indignity of being herded around the labyrinth of their Wembley store, before you land in the cattle market of the queuing system. Great for your...

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