Insights

Negotiation is an opportunity to explore whether one (or more) parties can effectively satisfy goals and top-priority unmet needs while creating increased value. In other words, WINNING. Naturally, your counterpart is also seeking to satisfy […]

A White Paper from Conlego Daniel Duty, CEO, and Mark Mathews, Senior Engagement Manager. Conlego recently met with leading brands and retailers at Cornell to discuss the current state of difficult affairs between retailers and

When we first conceived the concept of Joint Business Planning (JBP) at Target in the early 2000s, it created a lot of excitement around the opportunity to work together with our most important vendor partners

Lionel Messi, World Cup winner and possibly greatest football player to walk the Earth, is joining Inter Miami. Here are the three negotiation learnings from the deal announced on June 7th, 2023. A lot has

As the dust settles on a tumultuous two year stretch in retail we can’t help but notice a rather large elephant in the room – we are at a low point in brand-retailer relationships. After

“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

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”

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

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

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