Monthly Archives: July 2019

It's so easy to get caught up in day-to-day operations that you don't have a moment to celebrate nor reflect on the key wins you experience. Hear from 7 Procurement Experts as they reflect on their own successes and the strategies they used to close the big deal.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.     Communicating effectively While preparing for a large negotiation (contract value > CHF 500 MIL.), we had to have senior executive’s approval of our strategy. We influenced the stakeholders by tailoring the

This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   It is hard to imagine anyone who hasn't been involved in a heated argument or negotiation at some point during their professional and personal lives. As we get older, we hope outbursts become less physical and more controlled. The problem with this is that emotion drives our decision making. As Douglas Van Praet, the author of Unconscious Branding: How Neuroscience Can Empower (and Inspire) Marketing, puts it:   “The most startling truth is we don’t even think our way to logical solutions. We