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.

Which way will the balance of power sway in the post election negotiations?

23rd April 2015

With the opinion polls for the UK General election remaining stubbornly fixed to a result being ‘no party will have an overall majority’, the focus for some is already turning to the post election negotiations which many commentaries believe will be where the real election result will be determined, as opposed to in the ballot […]

Seems more negotiation preparation work is needed at BBC

4th March 2015

We read with intrigue about Rona’s Fairhead’s views on recent BBC star negotiations which seem to show a key step of successful negotiations missing within the BBC organisation, that of alignment. Ensuring internal alignment on the limits that can be reached during a negotiation is key, and by identifying that senior BBC “talent” are having […]

How can trade terms negotiations benefit from a 3rd party perspective?

12th November 2014

For FMCG suppliers trade terms are typically  a ‘once a year’ negotiation so a great deal of money and opportunity rest on getting them right. Added to the mix is the challenge of aligning terms across channel – or justifying differences – as well as anticipating and insuring against the impact of market forces. (The […]

Alignment

5th January 2014

What can alignment offer you in your negotiations? Alignment can be a significant influence on the balance of power. If you are not aligned as an organisation your counterparts will pick and choose the best offers they get from individual parts of your business. A lack of alignment will undermine your power and your ability […]

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