Category: Negotiating

Posts in: Negotiating

Research, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.

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2021

Alignment 3 May 2021

The Effective Negotiator Research

Rackham & Carlisle’s research on the differences between successful negotiators vs. their average counterparts was illuminating. It had an impact as very few studies have investigated what actually goes…

2021

Negotiating 3 May 2021

If negotiation is like a game of chess – Where’s the Board? I hear you ask.

Having salespeople with clear minds in negotiations has never been more important. In the conflicted world of sales negotiation, the tensions between closing a deal and not losing…

2016

Negotiating 31 May 2016

Making the Final Decision: A Buyer's Perspective

In my experience many of the extensive spreadsheets of assessment criteria reveal the expected when it come down to the "finalists. As many find there are many criteria…

2011

Negotiating 20 October 2011

Key Account Management Series: Hicks Negotiation Model – Still valid today?

This model is a tool for summarizing the planning process before negotiations commencing and plotting progress towards agreement during the negotiation. Basic assumptions are that...