Negotiation the way it actually works
Texts from real negotiations: M&A and acquisitions, procurement, conflict situations and the psychology of decision-making under pressure. No filler.
Why renewing a contract tends to cost more than signing it
At the renewal of a framework contract the supplier is better prepared than ever before. What to prepare so that you do not negotiate on autopilot.
5 min read
Why a lawyer is not enough and what a negotiator does instead
Legal preparation and negotiation preparation answer different questions. Where the gap appears that in M&A negotiations usually nobody fills.
5 min read
A threat of litigation is usually something other than it seems
In business, the threat of a lawsuit is more often a tactic than an intention. How to tell the difference and why conceding quickly hurts more than it helps.
5 min read
Supplier raised the price without warning? Check this first
A unilateral price increase without a specific contractual clause is often not a done deal. What to verify before you accept it.
5 min read
The mistake almost every owner makes when selling a company
Running a company and negotiating its sale are two different skills. Where exactly the gap shows up and who should fill it.
5 min read
The signal that a business relationship is breaking before you admit it
Conflict does not start with an argument, but with communication slowing down and turning formal. How to recognise the early window in which the relationship can still be saved.
5 min read
Price is not what is really being negotiated
A supplier negotiation narrowed down to a single number systematically loses. What else is on the table and how value asymmetry opens room for a deal.
6 min read
The first meeting with a buyer decides more than the last one
An informal introductory conversation with an investor is not getting acquainted, it is information gathering. What is worth having ready before the first indirect questions land.
5 min read
What the off-the-table strategy is and why most negotiations are decided before anyone says a word
Most high-stakes negotiations are decided outside the room. What the off-the-table strategy is and the four questions it is built on.
6 min read