Blog
Hindsight and Foresight
In Nick Triggle’s article of 26 November 23 for the BBC {https://www.bbc.co.uk/news/health-67514356} he captures the very essence of the challenges of dealing with something complicated, unprecedented and omnipotent. Add into the mix the number of ‘cooks’ involved in the decision making process and you have leadership paralysis waiting to happen. The great cry of “follow the science” seemed appropriate at the time, but with the hindsight being applied by those interviewed thus far, it would appear that the science was not the best leader. Of course letting the science lead gave the Whitehall decision making machine something to hide behind when things didn’t go its way. However, these were unprecedented times; scientists and decision makers had little to fall back on.
How to successfully negotiate cost price increases
Are cost price increases keeping you awake at night? Whether you’re a buyer or seller the cost of everything is increasing and you could do with passing on your pain. Availability issues, inflationary pressures, Covid challenges and Brexit are all contributing to a perfect storm which is impacting businesses like yours. The last 2 years have been tough to say the least and the need for robust negotiation skills has never been greater.
Why Active Listening Matters in Negotiation
Negotiation frequently conjures images of someone speaking across a table, finger pointing directly at the other party – reinforcing whatever point is being made. It is easy to see why this image abounds, however negotiation is not about talking endlessly at the other party; negotiation is about silence and listening.
Is your business prepared for the unexpected?
My first boss said those words to me on the fifth day in the job. It was great advice and has remained with me ever since; I refer to him and fall back on those 3 words a couple of times a week. Had he still been with us he would have been greatly interested in the way things are unfolding in Eastern Europe and in particular Ukraine. Doubtless he would have been returning to his mantra on a daily basis. Of course, saying ‘expect the unexpected’ is one thing, it’s what you do about it that matters.
bridge][ability on Sky Sports News
Dan Hughes was invited onto The Transfer Show to talk about some of the aspects in the background of high vale, high risk transfer deals.
Negotiating Cost Price Increases – A Masterclass
https://www.eventbrite.co.uk/e/defending-cost-price-increases-a-masterclass-tickets-187561400197
If you’re like anyone else we have been speaking to recently, then you will have been on the receiving end of multiple price increase initiatives from your suppliers.
Global supply issues caused by previously unseen events such as Covid and Brexit have led to challenges in availability and pricing which have been unprecedented in recent times.
Signs are that this is not about to slow down, and some suppliers are already planning coming back for more.
How are you dealing with this? Are you in control of the process?
At bridge][ability we help those in buying and procurement roles to defend against unwanted supplier-initiated negotiations.
You need to know that you have kept all increases to a minimum and that you are in control.
In this 60 – 90 minute masterclass we will cover:
- The need for strong, proactive negotiation skills
- The most effective behavioural and tactical approach to take
- How to build a successful strategy for these negotiations
- Your internal considerations
- Opportunity for Q&A
You will receive by email a ‘Defending Cost Price Increases Playbook’ pdf document which includes a summary of the session and tangible steps you can take to control these negotiations.
When?
Friday 5th Nov at 14.30 GMT
How Much?
£85 plus VAT per person with early bird and bridge][ability alumni discounts available.
If you:
- book your place by 17.30 on Monday 18th October,
- or tell us which bridge][ability program you have attended by email to info@bridge-ability.com,
- or can get 5 plus people together to book from your company,
then you will receive a 50% discount. Please email info@bridge-ability.com to receive your individual discount code prior to purchasing tickets.
You are in control!
Click this link to book your place:
https://www.eventbrite.co.uk/e/defending-cost-price-increases-a-masterclass-tickets-187561400197
About bridge][ability
We are a specialist consultancy in commercial negotiation. Our clients include some of the biggest names in the world from retail, consumer, tech, media and sport amongst other sectors.
Negotiation skills are the key to securing the right outcomes in what are extremely tough trading conditions right now.
We deliver high impact programs both residentially and remotely which tangibly improve the outcomes of our clients supplier and customer interactions. Our attendees come from buying roles, including direct & indirect procurement, and from sales, including new business development and account management. These roles are at the ‘coal face’ of their organisations, and the financial and commercial well-being of the organisation is dependent on their effectiveness and success.
Negotiate like Michelangelo
When you are in the nitty-gritty of planning your next negotiation, you need to think about your opening position(s). How far should you go? If you’re selling, should you open higher than you know they can agree to? And vice-versa if you’re buying. This means that you would have to move from your position until you find the point at which they can agree.
Are we trying to beat each other or the virus?
Self Interest v Mutual interest – a Lesson from Covid
Photo by Diana Polekhina on Unsplash
Whether to act in self interest or not is a decision which needs to be made before any negotiation – it is what will in part drive your strategy. However, it is not always as straightforward a decision as it first seems.
Don’t take ‘no’ for an answer
Here’s a great story about how one of the biggest sports clubs/franchises in the world was born. But for non-football (soccer) fans, don’t worry, the story is not about football. At its heart is negotiation, a father’s love for his daughter and a man’s love for his dog – which was trumped only by his love of his team.
The Perfect Storm
When we talk to our clients, here’s what they tell us is going on for them and their supplier/customer negotiations:
The Remote Negotiator
Prior to February 2020 the chances are you had hardly ever conducted a negotiation by video call, if at all. And probably since March 2020 you have not conducted many negotiations in the same room as the other party, if any.
That’s what you call a pivot.
Negotiating Remotely
Negotiating from home
“Be alone, that is the secret of invention; be alone, that is when ideas are born” Nikola Tesla
Working from home has become the norm for many millions of people over the past weeks and months. There are a great many positives, but it is often all too easy to focus on the negatives – the current climate may make it feel hard, if not impossible, to advocate for yourself.
Certainty in Uncertain Times
Whatever has happened to your business this year, the need for robust negotiation skills and strategy building has never been stronger.
Some organisations have got ahead of the game, and others have been left behind, but wherever your company is right now it is never too late to make a change.
Negotiation in a crisis – is it different?
Negotiation in a crisis – is it different?
How many negotiations are taking place as you read this article? I would suggest hundreds, if not thousands. They will involve, policy, law, money, goods & services and all of the other variables that one would expect in any negotiation. What sets apart negotiation in June 2020 from other times is the fact that many of these negotiations will (literally) involve life and death decisions. Conversations taking place right now in board rooms and presidents’ offices about social distancing, remote working and when to re-open schools and shops will all have an effect on the way this pandemic plays out.