Strategic Memos

"Authenticity" is a strategic liability. I explain why top negotiators switch between the Warrior (Value Claiming) and Diplomat (Value Creating) archetypes to control the deal dynamics.

Negotiation does not end at the signature. I map the strategic lifecycle: Preparation, Execution, Settlement, and the critical Post-Mortem analysis that defines your next deal.

In negotiation, "try" is not a polite promise. It is a red flag for incompetence. I explain why definitive language is the only currency that matters in high-stakes sourcing.

Negotiation is not improvisation; it is orchestration. I dissect the critical roles required in a deal team, from the Lead Negotiator to the Executive Sponsor, to prevent tactical failure.

Impatience destroys deal value. I analyse how Nelson Mandela weaponised time and silence to dismantle a regime—and how you can apply these tactics in supply chain disputes.

In negotiation, self-awareness is not a soft skill—it is damage control. Use this 8-question diagnostic to identify your cognitive blind spots before your opponent does.

Stop wasting resources on low-value negotiations. I explain how to use a modernised Kraljic Matrix to segregate your spend into four forensic categories: Leverage, Strategic, Bottleneck, and Routine.

"Win-Win" is a myth. Sometimes the goal is simply to stop the bleeding. I analyse the world's first peace treaty (1274 BCE) as a masterclass in deadlock management and face-saving.

Negative framing is a tactical error. I explain the "Ironic Process of Mental Control" and why telling a supplier "not to worry" guarantees they will panic.