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.

How confident are you in the negotiation skills of your team?

7th January 2019

  We believe that excellent negotiation behaviours drive incremental profit for businesses. No other skill has quite the same impact. Through training, coaching and consultancy Total Negotiation helps organisations to excel at negotiations and realise tangible commercial results. We transform the negotiation capabilities for the full range of commercial organisations from global multinationals, domestic key […]

The Growing Power of Online Retailers

7th January 2019

“Put your best people on your Amazon business, work with Amazon and challenge them, Amazon are 100% peculiar, they are here to stay and they will continue to grow”  Ex Head of Vendor Management, Sports at Amazon This is only one of the many great insights we gained from our hosted Q&A with Greg Cowan, Ex-Head […]

Dealing With Different Types Of Buyers – The ‘Fiery Red’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Fiery Red’. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing With Different Types Of Buyers – The ‘Cool Blue’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Cool Blue’.In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body language’, […]

Dealing With Different Types Of Buyers – The ‘Earth Green’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Earth Green. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing with Different Types of Buyers – The ‘Sunshine Yellow’ Buyer

27th November 2018

Below is an overview of how to recognise and deal with a buyer who has high levels of ‘Sunshine Yellow. In order to recognise the different types of buyers so you can achieve better interactions, you need to look for clusters of signals, from the different interactions you have with them – such as ‘body […]

Dealing With Different Types Of Buyers

24th November 2018

I am sure, like many of you reading this, I was taught by my parents to “treat others as you would like to be treated”. Which is good parental advice to help your child to become polite and courteous and to treat people with respect. As we grow older though, we realise that although those […]

How to be more creative in negotiation

30th November 2017

Creativity, especially creativity in terms of developing your variables, can increase the value available to you in your negotiations. But how can you develop creative solutions in your negotiations? In this article, we will look, firstly, at how to approach your negotiations creatively and, secondly, at more general exercises you can do to improve creativity […]

10 Questions to uncover your team’s readiness to negotiate

27th October 2017

As the American racing driver Bobby Unser said “Success is where preparation and opportunity meet”. You want to know if your team is as prepared as possible for their next negotiation to realize the opportunities but you don’t want to distract them from their preparation or to spend too much of your own time asking […]

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 […]

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