“As a strategic partner we’re asking you to invest in our business to the tune of 1700bps.” “Beginning the 1st of the month, costs on our products are increasing 27%.” Sound familiar? After all, its […]
It’s JBP Season: Time to Change the Game? Read More »
If you don’t know where you are going, any road can take you there.” – Cheshire Cat, Alice in Wonderland. Retailers are pushing their merchants down a rabbit hole by requiring them to fully “validate”
Retailers are Down a Rabbit Hole in Responding to Supplier Cost Increases Read More »
It was the fourth call in a week on the same topic from a buyer at one of our retail clients: “I’ve literally received 40 cost increases from my suppliers in the last two weeks
Those Persistent Cost Increases: What Are You Getting in Return Buyers? Read More »
As businessowners and entrepreneurs, we’ve all negotiated with someone—whether that be buyers, clients, or manufacturers. Just two months into COVID-19, and you may also be considering a renegotiation with your landlord of your office lease—if
Page 1 Podcast: Negotiating with your Buyer Read More »
Most negotiators agree that if the deal is important enough it should be negotiated in person. However, because of COVID-19 concerns this has changed overnight. For the time being, videoconferencing will have to bridge the divide. Although videoconferencing
Negotiating the Videoconference from Home Read More »
In every negotiation, information is power. Information is leverage. Information allows us to create better, value-creating deals by helping us understand the underlying needs and interests of each side. This become much more difficult in
Negotiating at a Distance Read More »
I was hopeful that the upcoming supplier pitch to add a new product to the line would meet our retail client’s expectations. We had been working with the retailer to implement a new process for
Suppliers Listen Up: Your Pitches Miss the Mark Read More »
Would you rather earn $50,000 or $100,000? It turns out the answer is very different depending on the salaries of others. A Harvard study found that over half its’ respondents would prefer to live in
The Power of Context Read More »
As I was negotiating a deal for two parties that had the potential to create a real win-win for both, I found myself continuously irritated by the person on the other side of the table.
Negotiations: Asking the Right Questions in the Right Way Read More »
Avid fans know, at the end of this season’s Game of Thrones, we find House Lannister having killed or alienated all of its allies, just as the final battle for dominance of Westeros looms ahead.
Is the “Game of Thrones” a Loser for Retail? Read More »
