Virtual Negotiations Challenges

Virtual negotiation comes with its limitations that may be unwelcome to the growth of your business if not well managed. These limitations are common, however, they are also very easily overlooked and not addressed with high urgency.   Virtual negotiation challenges   Limitations with seeing a negotiator’s emotions: the major setback facing many businesses using…

Three Ways to Make a Great First Impression

High-Quality Written Communication Today, it is almost impossible to go into a meeting without knowing a little bit about the other party. Whether it is through an e-introduction through mutual contacts or through primary research online. At the developing stage of relationship building, you want all your digital collateral to represent your quality image. Your…

9 Ways to Avoid a Negotiation Stalemate

Having navigated through countless negotiations in my professional career in Procurement, there are a number of go-to moves that I have picked up to catalyse the different stages of the deal I was working on. These tips work great in both single party negotiations or multiparty negotiations as some are used to ease tension, encourage…

Three Crucial Steps to Help Build Rapport

Back in the 19th century, Great Britain had two popular prime ministers, Disraeli and Gladstone who were competing with each other for political supremacy for over 30 years. The journalist Jennie Jerome, Winston Churchill’s mother, interviewed both of them. When reporting back from these interviews, she said, “After sitting next to Gladstone I thought he…

How Women Can Demand a Higher Salary

This article was originally published in the Financial Times   When I was hiring a procurement manager for my team, I asked one of the finalists what she expected to be paid. She said €65,000. I stayed silent. A few seconds later, “I can accept €62,000,” she said. After another pause, she added: “It should be…