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Brian Farringdon

Negotiation Planning – a short refresher

We’re delighted to present a post from Stephen Ashcroft, Procurement Risk Consultant, Brian Farrington Ltd, following the theme of commercial negotiation skills. "Negotiating major deals and dispute scenarios needs addressing in many organisations. There is the assumption that everyone is a natural negotiator and deeply educated in the available tools and techniques – that’s not what I have seen. There are some who should never be allowed near a negotiation room." Stephen provides some pragmatic and useful (refresher) points for “the Buyer” and the reader of Spend Matters.