Dealing with the Emotional Negotiator

We understood they had a strong need to grow sales in a flat market and we had a strong need to lower costs to help drive those sales.  We explained how a new program would almost triple sales over the next two years and we wanted them to be part of that program.  We even offered to commit to a three-year deal – if we could get the needed reduction in cost to make it work.

In response to our request, the supplier became very emotional, lashing out at us for requesting the cost decrease and questioning the value of our partnership.  He became very heated and used some unfortunate words.  We understood that if we responded in the wrong way, it could either lower the value of the deal or kill it completely.

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Retailers & Suppliers: A Time for Cooperative Engagement

Market forces, including ecommerce and private label growth, store consolidation and an overall slowing of sales, are putting significant pressure on Retailers to continually cut prices to remain viable. They are in turn demanding their suppliers fund these cuts, take on new expenses and keep them margin whole. Naturally, this is causing significant tension in relationships. However, instead of working together to ease tensions, address market forces and bring stability to the downward spiral of price-cutting, they are engaging each other as adversaries, using competitive tactics and power plays to beat the other. Eventually both will lose.

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Daniel Duty
Coalition of Uncommon Allies can unite to solve Pressing Societal Issues

Without vibrant, living oceans, we are not likely to survive.  Even though oceans cover 71% of the planet, provide over 50% of our oxygen, heat the planet to sustain life and moderate our weather from extremes, their wellbeing gets relatively little attention.  We are letting our oceans die – quickly – and we’re not even putting up our best fight.

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Building Successful Coalitions for Greater Social Impact

The Alliance for Bangladesh Worker Safety was formed in July 2013 to raise safety levels in the ready-made garment industry. In that time it has inspected over 600 factories and trained over a million workers with measurable outcomes. It closed unsafe factories and is leading remediation of many more. It is collaborating with partners to increase government capacity and has provided access to tested and approved safety equipment, while lowering costs to owners. This success can be attributed to forming the Alliance under several key principles for success that should be applied to any initiative designed for collective impact.

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