Tag Archives:

Trump, Korea and Dealing with Irrational Negotiators

We pointed out in our recent newsletter that there are always different ways of looking at world events. The pessimist sees Brexit turmoil, a struggling […]

Simone Halep’s Dress Negotiations and Effective BATNAs

Many observers wondered why Simona Halep wore a plain red dress, without sponsors logo, for the Australian Open tennis tournament which finished at the weekend. […]

Down the Procurement Pub with Conference Week, NAO and Air Traffic

Well, the pub was before the gig (pictured here). A remarkedly deserted John Salt bar in Upper Street, Islington with Jane and Guy Allen, ex […]

Negotiation Trade-Offs and Supplier References

Please note this is not an article aimed purely at public sector readers, even if it starts off sounding that way!  But we have been […]

Consulting Firm Partners Not Doing Badly …

What is a reasonable level of income for a partner in a large professional services firm like PwC or Deloitte? According to the Times a […]

Public Spend Forum Europe – Public Procurement Highlights from This Week

Public Spend Forum is dedicated to public sector procurement, and aims to be a global community and knowledge network for improving public procurement and the public sector […]

Negotiation Advice – REALLY Listen, Think, Respond

Yesterday we talked about the importance of listening in the context of negotiation. That was the number one piece of advice from my friend Alan […]

Listening – The Under-Rated Negotiation Skill

We mentioned on Friday our lunch with Alan Thomson, an old friend and an experienced sales director, who has just left negotiation training firm, the […]

BBC Payments to “Talent” – Applying Procurement Principles

In part 1 here of this series we looked at the BBC publication of stars’ earnings from the corporation, and considered matters from a procurement […]

Applying Procurement Thinking to BBC Stars’ Fees

The BBC released details of payment to their best-rewarded “stars” last week – or at least those who are paid directly rather than through production […]

Behavioural Psychology and Negotiation – Counting My Losses!

I spoke at the Peterborough and Cambridge CIPS Branch meeting last week, held at Huntingdon racecourse. An interesting venue and it would have been rather […]

The Psychology of Negotiation – Peter Smith Speaking at CIPS Huntingdon Meeting

On Tuesday June 27th I’m speaking at the CIPS Cambridge and Peterborough Branch event at Huntingdon Racecourse. Registration starts at 6pm, and it is a […]