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    • How Procurement Decides™
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    • Wrestling with Procurement™
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  • 3 min
  • Strategic Memos

Negotiating in the Balkans

Negotiating in the Balkans: One Region, Many Business Styles When people speak about negotiating in the Balkans, they often imply a single style or mentality. In reality, the region is…
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  • 2 min
  • Strategic Memos

The Verbal Eraser: Why “But” Kills Negotiation Velocity

The word "but" is a tactical error. It invalidates your counterpart and triggers resistance. I explain how to replace this "verbal eraser" with the "and" pivot to maintain deal momentum.
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  • 2 min
  • Strategic Memos

Shadow Spend: Diagnosing the Unauthorised Cash Outflow

Shadow Spend is not a "hidden leak." It is operational negligence. I explain why unmanaged spending in HR, IT, and Marketing erodes margin and how to implement forensic control.
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  • 2 min
  • Strategic Memos

The Should-Cost Advantage

📊 Clean Sheet / Should-Cost Models: A Practical Enabler for Robust Sourcing Where this fits BCDD often finds weak linkage to real cost drivers and indexation logic; should-cost tools help build…
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  • 2 min
  • Strategic Memos

Strategic Versatility: Warrior vs. Diplomat in Negotiation

"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.
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  • 2 min
  • Strategic Memos

The Infinity Model: Why Negotiation is a Lifecycle, Not an Event

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.
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  • 2 min
  • Strategic Memos

Linguistic Risk: Why “Try” is a Contractual Liability

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.
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  • 2 min
  • Strategic Memos

The Grand Theatre: Role Clarity in High-Stakes Negotiation

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.
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  • 3 min
  • Strategic Memos

Strategic Patience: The ROI of Silence in Negotiation

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.
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The Negotiation Surgery™
End-to-End Deal Control Framework.

Helping commercial, sales, and leadership teams negotiate under Procurement pressure – without margin leakage or deal decay.

Based in Switzerland, operating globally.

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