Tag Archives:
negotiation

The Risks Around Carillion Step-In Providers – Allan Watton Speaks

We’ve featured Allan Watton many times over the years. He and his firm, Best Practice Group, are genuinely deep experts in major outsource service contracts, […]

Can We Be “Fair” In Procurement? It’s Not Easy!

The sixty-four million dollar question is this - what exactly is “fair”? “Fairness” in procurement has come up recently in several concepts, from the discussion […]

Down the Procurement Pub with Golf, Honours, Trump, Guy and Snail Mail

As this is published, I will be hacking my way around an unsuspecting golf course on a charity day – my second round in two […]

Insight from Sue Williams, Hostage Negotiator (Part 2) – Tips for Procurement

Yesterday we started telling you about the keynote from Sue Williams at ProcureCon Indirect last week. Williams is an experienced hostage negotiator, but gave us […]

Insight and Great Stories from Hostage Negotiator Sue Williams – ProcureCon Indirect Highlights

If you saw Sue Williams in the street, you couldn't possibly know what an important role she plays in society. She appears to be a […]

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 […]