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.

Q&A: Steph Green

2nd September 2019

Our Category & Discounter expert at Total Negotiation is Steph Green, whose extensive experience means that she is able to support our client base across our selling, negotiation, revenue management and category programmes.  She’s also an entrepreneur, running her own business Green & Pink.  We wear a number of hats at Total Negotiation but what binds us […]

IT’S ONLY A MATTER OF TIME BEFORE THE NEXT SUPERMARKET MEGAMERGER

30th July 2019

Interested in some Summer reading?  You might have missed Mark Cranstoun’s article on why he thinks it’s only a matter of time before the next supermarket megamerger Mark Cranstoun, partner at consultancy Total Negotiation and who has worked for brands such as Mars and Diageo, explains that while the Sainsbury’s/Asda merger was blocked, suppliers should […]

You need a negotiation partner who doesn’t work with your competitors and even worse your customers

7th January 2019

As grocery retailers become more extreme in both their approach and demands, you need to ensure you have experienced, proactive and tailored support in place for your customer teams. Our team has a deep understanding of grocery retailers, but Total Negotiation DOESN’T and WON’T work with FMCG retailers. We continue to keep close to retail by […]

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 […]

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