The Should-Cost Advantage
📊 Clean Sheet / Should-Cost Models: A Practical Enabler for Robust Sourcing In sourcing, one principle always holds true: you negotiate better when you truly understand the cost…
Negotiation Archetypes
Choosing the Right Negotiation “Character”: Why Personality Adaptation Matters Understanding negotiation archetypes is the key to mastering the two forces present in every deal: your natural…
The Infinity Model
The Infinity Model: Why the Strategic Negotiation Process Never Ends When most people think of negotiation, they picture a meeting at a table, facing the “other party.” Yes, that moment…
Negotiation Language
Stop Saying “Try”: Master Definitive Negotiation Language In everyday conversation, the word “try” seems harmless—almost polite. It suggests effort and good intentions. But in the…
The Grand Theatre
The Grand Theatre of Negotiation A Strategic Framework for Mastering Complex Negotiations Negotiation is not just an exchange of proposals. It is a structured performance shaped by roles,…
Quiet Power
“I am Nelson Mandela. I spent 27 years in prison but came out smiling and ready to unite a nation. That’s patience on a superhuman level — or just INFJ energy. I believe forgiveness is…
The Kraljic Matrix
Introduction: The Signal Amidst the Noise The modern procurement office is often synonymous with technology. We are constantly discussing Artificial Intelligence (AI) for predictive analytics,…
The Battle of Kadesh
What the Battle of Kadesh Teaches Modern Leaders About Negotiation Strategy Most people think negotiation is about winning.History tells a different story. The Battle of Kadesh (1274 BCE)…
The Pink Elephant
Stop self-sabotage in high-stakes talks. Learn why 'don't' fails and how the Ironic Process of Mental Control reinforces negative thoughts. Shift your negotiation language to positive framing…