REAL-WORLD INSIGHTS
It was early December at the North Pole, and the workshop was buzzing—not with cheer, but with tension. The elves had been grumbling for weeks. Long hours, outdated tools, and too-short candy breaks had pushed them to the edge. Some…
Having recently explored and deconstructed the myths that prevail in approaches of collaborative negotiation I thought I’d flip the coin to similarly highlight the myths associated with competitive negotiation. Our clients most frequently…
One of the conversations that crops up regularly on our programmes revolves around the styles in which negotiations are conducted. Broadly speaking, there are two distinct approaches: collaborative, or competitive.
"I've been so busy tendering for new supplier contracts and not had much time to negotiate" was the response I got when I asked someone I met at a recent networking event how they were approaching their public sector negotiations here…
