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 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 […]

If line managers are not involved in the employees’ learning journey, will anything really change?

19th October 2017

Members of your team go on a training course and you are optimistic of them coming back into the business with the new skills and behaviour needed to deliver the commercial priorities. The training they received is aligned to your core strategy and competency model so should be easy to reinforce on the job. However, […]

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 […]

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