Elite Negotiation™ Insights
Expert perspectives on the most effective negotiation strategies and tactics to win ALL deals
Learnings from 25+ Years of Interviewing Job Candidates
After 25 years and hundreds of interviews, discover the essential lessons for successfully recruiting top business talent. From behavioral interviewing techniques to identifying key traits, learn what truly matters in candidate selection.
Negotiation tactics – how to use them wisely, without losing your soul
Master the art of using negotiation tactics ethically and effectively. Learn why tactics alone won't make you a great negotiator and discover 5 proven principles for using them wisely without compromising your integrity.
Barter - the golden negotiation tactic
Discover why barter negotiation is one of the most powerful and ethical tactics that can help you close truly WIN-WIN deals, especially in times of crisis. Learn the 5-step framework to execute successful barter negotiations and expand your negotiation possibilities.
Procurement - Key for the Short and Long Term Business Success
In today's rapidly evolving business landscape, Procurement has become an increasingly critical function for overall business success. Discover the 5 essential strategies that procurement must implement to add significant value and ensure both short-term resilience and long-term growth.
Negotiation deadlock: 5 reasons why it can help you WIN
Negotiation deadlock frightens even seasoned negotiators. But it doesn't have to be scary! Discover 5 powerful opportunities that a deadlock brings and how you can use them to your advantage to win the negotiation.
Winning negotiations in times of unprecedented crisis
This is a blog post I wrote in May 2020, as the COVID-19 pandemic was hitting the World like a tsunami. I am reposting it 5.5 years later, as I believe it is as true now as it was at that moment!
The REAL Procurement responsibility
Without hesitation, my answer was 'The SOLE responsibility of Procurement is to help the company sell more goods'. This translates into 2 concrete tasks: Supply Assurance and Create Value.
Being Human Will Help You Win
Discover how bringing back the 'human touch' in business negotiations can dramatically improve your success rate and help you stand out from the competition.
Know what and how to buy
A good friend asked my advice about a purchase for her marketing team. Here are my condensed advices which will help you know better what and how to buy what you need.
Hamlet's dilemma in negotiation
A recent call reminded me of Hamlet's Dilemma: "To be or not to be?" But this time the context was a business negotiation - an excellent example of winning negotiations with little power!
Just walk away and win the deal
In 99% of the cases, the answers are about "reaching the negotiation targets". In over 10 years, none ever said that winning means walking away from a bad deal!
Don't leave me hanging
For some time I've been considering writing about something that I see increasingly more often: buyers never revert to suppliers or salespeople, therefore the negotiations are left "in the air".
The worst way to sell - and how to avoid it!
A great salesman NEVER PUTS HIS/HER INTERESTS BEFORE THOSE OF THE CLIENT! This is the worst way to sell! You never present your company's credentials before you understand the client's needs.
How a bad internal negotiation could kill a brand
There are many ways to kill a brand. Screwing up the customer relationship is the "most successful" one. At the core, the issue is that the financial department won the internal negotiation with the brand team.
The New York Times rule in business
If you feel comfortable seeing your picture on the first page of the New York Times newspaper together with what you SAID, DID or WROTE, then you can SAY it, DO it or WRITE it.
Learning from pilots how to better negotiate
Flying always fascinated me and I realized that, as a business negotiator, I could learn a lot from pilots and step-change the chances of winning my deals.
Characteristics of the best business relationships
John E Pepper Jr. shared what would be the most important characteristics of the best long-term business relationships. His life-long belief is that "Life is all about relationships".