Collaborative Negotiation - unlock shared value

If your contract and pricing negotiations are akin to canal root treatment, then read on. There a different way of negotiating. 'Collaborative Negotiation'. A contradiction in terms? Not at all. Procurement is in the spotlight and collaboration is seen as the need of not just the hour but the long term - yes, the long term, to unlock and enjoy shared value and competitive advantage. Sales and procurement professionals are learning, un-learning, and re-learning. Change is sweeping through old mindsets. New habits are forming and some old-school thinking falling away. Moving on. For a collaborative negotiation to succeed, you need to create the right negotiation atmosphere and environment. One that encourages cooperation. This approach is for sales and p