Get the latest views and opinion from some of the most experienced negotiation specialists.
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?"...