The One Negotiation Behaviour that is Often Overlooked by Procurement

In my previous article on Key Negotiation Behaviours, we look at the most important behaviours in Procurement negotiations. According to 12 procurement executives at a Negotiation roundtable at the United Nations Office of Geneva, organized by Negotiation & Influencing consulting firm Conti Advanced Business Learning (www.cabl.ch), the five key behaviours for effective Procurement negotiations were   understanding the interests and…

How To Keep The Supplier Love Alive

This article was originally published on Procurious, based on a roundtable organized by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   Nobody said it was going to be easy. Building and, most importantly, maintaining good supplier relationships takes hard work, commitment and focus. And the longer they last,…

6 Ways to Prevent a Negotiation Blow Up

This article was originally published on Procurious, based on a roundtable organized by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   Palms are sweaty, knees weak, arms are heavy…   No, it’s not the start of an Eminem song… (well, it is, but that’s not what we’re getting…

Negotiation Skills? Going Once, Going Twice…Gone!

Does the rise of eAuctions mean the professions’ hard-won negotiation skills are now irrelevant?   This article was originally published on Procurious, based on a roundtable organised by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   Participants to the roundtable: Paul André, Thierry Blomet, Xinjian Carlier, Giuseppe Conti, Francesco Lucchetta, Orestes Peristeris, Laurence Pérot, Håkan Rubin, Alessandra…

Femmes: les clés pour savoir bien négocier

Publié sur la revue Bilan en Septembre 2017. Entretien par Myret Zaki, redactrice en chef.   Le formateur Giuseppe Conti explique comment les femmes peuvent surmonter les blocages, facteurs culturels et stéréotypes pour devenir des négociatrices hors pair.   Giuseppe Conti est directeur des opérations pour les fournisseurs pharmaceutiques externes chez le groupe Merck. Mais il est aussi…

Parenting Girls for Negotiation Success in Life

Written with Harvard Professor Francesca Gino.   How do we raise females to foster confidence, particularly in negotiation, by breaking cultural and societal stereotypes and leading lives and careers equally aligned with their male counterparts?   Boys and girls are informed early by their parents’ behaviors, with important consequences for their future attitudes and choices. For…

Success in Cross-Cultural Negotiations

Adapt and survive is often a key strategy in business. It turns out that it’s just as important in cross-cultural negotiations too.   This article was originally published on Procurious, based on a roundtable organised by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training. This is the third article…