News, Events & Insights: Negotiation

Public sector procurement often requires a different negotiation approach to that used in the commercial sector. It may seem obvious to some, but why is that? Quite simply, in public sector organisations, the strategic imperatives are different. What are the main differences?First and foremost, there are different objectives for the public sector. Organisations are guided by different needs such as being able to ... Read More
A good negotiator needs not just a repertoire of strategies, tactics and techniques but also the experience to know when and how to deploy them.One such strategy, the concession strategy, lies ... Read More
We have added a new member to our Red Sheet® family – the Red Sheet Nano!The Red Sheet Nano provides the first, easily accessible step towards using the proven Red Sheet ... Read More
While predominantly used in Category Management and Supplier Relationship Management, Day One Analysis is helpful for negotiation planning – particularly when sourcing goods and services. Day One Analysis can be used to give an insight into what leverage or opportunities might exist, then help to determine the value and relationship objectives that would be most compatible with the negotiation.To use it, plot on a matrix ... Read More
Everyone knows the importance of planning in advance of a negotiation to ensure that we are as prepared as possible to get the result that we want. But do you know what is the single most effective way to dilute or remove the other party’s power in a negotiation? It may surprise you to hear that it is having an alternative, otherwise known as a ‘BATNA’ – ... Read More
Positive Purchasing is pleased to announce the release of version 2.0 of the Red Sheet® Online Negotiation Toolkit and Academy, the ultimate resource adopted by individuals, teams and organizations around the ... Read More
What the last 10 years have taught us about negotiation. The Red Sheet® negotiation approach is the tool of choice by many negotiators and companies the world over, whether in sales, purchasing, HR, project management or security services.As the Red Sheet negotiation approach celebrates its 10th anniversary, this month we reflect on what these exciting 10 years have taught us about ... Read More
The highly acclaimed ‘Negotiation for Procurement Professionals’, published by Kogan Page, has been rigorously updated to include the latest insight and negotiation knowledge from award winning author Jonathan O’Brien.Drawing ... Read More
10 Brexit negotiation tips!  It’s hard to find an article that isn’t asserting a view on Brexit right now, but it’s even more difficult to find one that gives real help and guidance on what business leaders, politicians and the rest of us need to get on and do. There is much talk of the need for negotiation, and lots of it! This article ... Read More
Ten questions to help understand and plan for cultural differences. International commerce means the world is fast becoming a smaller place. As a result, it is easy to assume that, if organizations are interacting routinely across geographic boundaries and conducting business in one increasingly universal language, there is no longer a need to consider our cultural differences. Cultural differences shape who we are, ... Read More