Articles

Total Negotiation is at the forefront of commercial negotiation best practice. Here we share our insights and practical advice, based on real world trading experiences and success. Contact us to improve the negotiation capability of your business.

Angus McIntosh joins Total Negotiation as a global procurement negotiation specialist

5th September 2017

TN Group are proud to announce that we have signed a partnership agreement with Angus McIntosh to launch our new specialist programme – Total Negotiation Procurement. With an excellent background in Procurement leadership at Mars and Beiersdorf,  Angus understands how to drive the performance of the function.  During his time as Chief Procurement Officer at […]

How to handle negotiation tactics

1st August 2017

Sometimes negotiating can appear daunting. You have to keep tabs on the range of variables being traded, stay within the Zone of Possible Agreement (ZOPA), and ensure you deliver against your aligned objectives. Just when you think you are in control your counterpart throws in a tactic. So how can you handle these curve balls […]

Make preparation pay in a terms negotiation

10th July 2017

Negotiating terms, whether they are multi-year, multi-million pound contracts or short term seasonal terms, can be a challenge, even to experienced negotiators.  The reason they can be a challenge is the multitude of fluid variables to consider from payment days, different levels of discounts and flexible levels of support and they all have to be […]

5 things to say and 5 things not to say in a negotiation

14th June 2017

What you say and how you say it is critical to success in negotiations. Language can be used as a source of power in negotiations both acting for you or against you. Check the following list to see if you are saying these things during your negotiations. Things To Say Say Nothing. Yes one of […]

Mark Macdonald joins TN Group as a global sales behaviour change specialist

5th June 2017

TN Group are proud to announce that Mark Macdonald has joined our growing team of sales performance specialists, as the Behaviour Change Director.  Unilever expertise – With an excellent background at Unilever as both a senior L&D and Operational Sales leader, Mark understands how to maximise the efficiency and effectiveness of the clients’ learning spend while driving […]

Top 10 Questions to ask at the beginning of a negotiation

2nd May 2017

Asking questions at the beginning of a negotiation can help unlock your objectives, variables and alignment and also those of your counterpart. This helps you to identify value. Here are 10 questions to help you at the start of your negotiation. 1. How are you? A simple seemingly innocent question, but one that can let […]

Total Negotiation Discussions 17th May 2017

19th April 2017

We are delighted to announce that Total Negotiation will be hosting drinks and discussions at Wembley Stadium on the 17th of May 2017. This informal event will provide our guests with an opportunity to get Total Negotiation experts’ views, as well as share opinions with like-minded senior directors, on the following topics: Tesco/Booker “Project Reset” Phase […]

Mistakes in Negotiation and How to Correct Them

5th April 2017

Here are common mistakes which you should avoid in your negotiations: 1. Fail to listen There are plenty of people with poor listening skills. The capacity to listen is probably the best asset you can bring to the negotiation table. In order to learn more about the other party, you have to listen. Listening is the […]

9 Characteristics of a Skilled Negotiator

16th March 2017

There are three types of negotiators: The Competitive, Compliant and Collaborative negotiator. The Collaborative negotiator is usually the most successful because they have a win-win mentality. Here are some characteristics of a Collaborative negotiator. 1.Ask questions. Skilled negotiators spend twice as much time asking questions vs. average negotiators and they try to understand what the […]

Total Negotiation Alumni Leaders Forum – 23rd March 2017

16th February 2017

We are delighted to announce that Total Negotiation will be hosting Alumni Leaders Forum on the 23rd of March 2017. This exclusive opportunity is designed to give our guests the latest insights into world class negotiations and bring together like-minded leaders representing a wide range of industry sectors. We will run 3 high impact negotiation […]

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