When approaching the topic of negotiation, it can be challenging to understand how it is practically applied to international trade. Not only do negotiation and politics coincide, negotiation lays the framework for much of what goes on behind the scenes of international trade deals. On the March 4th episode of Negotiations Ninja, Hampton Dowling, Managing Partner of The HCB Group, explains how negotiation is present within all political activity. “Negotiation is at the center of…
Negotiate the Process
So much can be said for preparation in negotiation, but even if you prepare, study, and have your questions ready, you can still hit a brick wall if you don’t negotiate the process, understand and set expectations, and agree to next steps. It’s quite dangerous to walk into a complex negotiation and begin shooting (even if you’ve prepared) without first discussing and agreeing to process on the things that will be negotiated, the sequence, and…
Who Makes The First Offer?
Should you make the first offer or should you let the other party make the first offer? There are two schools of thought here. The first says that you should always let the other party make the first offer. The second says that you should make the first offer. Both think they’re right, so which is actually right. Well, I’m not short on opinions, so allow me to weigh in on both. Always Let the…
The Power of Supplier Intelligence
The value of good supplier intelligence cannot be understated. Understanding your suppliers and the market is essential in the competitive landscape that we play in. Good supplier intelligence can be powerful and understanding how you interact with your suppliers through the data buried in your own company can elicit amazing intelligence that you can action to not just get better deals in your negotiations, but improve processes and strengthen relationships. In their amazing book, The…