Negotiating Brexit
“Well, that’s another fine mess you’ve got me into, Stanley.” For those of us old enough to remember, that phrase evokes a picture of a rotund Oliver Hardy taking off his hat with his right hand, rumpling his hair with
“Well, that’s another fine mess you’ve got me into, Stanley.” For those of us old enough to remember, that phrase evokes a picture of a rotund Oliver Hardy taking off his hat with his right hand, rumpling his hair with
In many organisations, the salesperson has a heavy burden on their shoulders. Not only do they have to generate new opportunities, they need to develop them, oversee the preparation of proposal documents, deliver presentations, organise demos and help the client
The case of MPP GmbH and Antal International Network Limited, reported in the legal press by Matthew Dando of Reynolds Porter Chamberlain LLP, highlights the dangers of premature contract termination. In summary, this case was brought when Antal alleged material
In any kind of dispute situation, whether with a spouse, a business partner, a client or a supplier, you may have two objectives which are almost always mutually exclusive: proving beyond all doubt that you are right and they are
Recently, I have been negotiating with a giant of industry – massive and powerful, they’re ‘Goliath’ to our client’s ‘David’. This week they trotted out the three most common negotiation bluffs in quick succession. I thought I’d share them with
I’ve been preparing for an in-house workshop I’m delivering later this month. The audience will be senior commercial managers in a large PLC, dealing with contracts worth £10m, £50m, 100m+. Scary biscuits! These are contracts big enough to sink a