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Negotiate smarter. Grow faster.

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We build negotiation 
strategies that help today’s businesses win commercially.

Designed, delivered, distinctive. Transforming your daily conversations into a culture of success.

Securing bigger margins. 
Boosting revenue. 
Aligning ambitions.

We’ll equip you to navigate every challenge with confidence and impact. So you can turn your negotiation skills into your biggest competitive edge.

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How we help clients negotiate sustainability

Latest must-reads

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November 2025 | Dan Anderson & Martha McPherson

Baking sustainability into procurement: A recipe book for success

Sustainability in procurement isn’t just a compliance tick-box, it’s the secret ingredient for commercial success. Our white paper serves up practical strategies and negotiation frameworks to help procurement teams bake sustainability into every supplier relationship - unlocking cost savings, resilience and innovation. Discover how a holistic, partnership-driven approach can turn sustainability into your competitive advantage.

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October 2025 | Hayley Fazakerley

Shared goals, shared growth: The power of true Joint Business Planning

Is your business plan truly joint, or just adjacent? Joint Business Planning (JBP) isn’t just a “nice-to-have” anymore, it’s a strategic must. When done right, it becomes a living partnership that helps companies pivot fast, optimize inventory and co-invest in innovation, even when the market gets messy. This article shares actionable guidance on building JBPs that go beyond annual check-ins. These are dynamic, collaborative agreements that align suppliers and retailers around shared goals- with the consumer as the ultimate judge of success.

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October 2025 | Darren Ives

Implementing revenue growth management plans: The common pitfalls

Many organizations face the same challenge: turning robust revenue growth management (RGM) strategies into measurable outcomes. This article explores where execution often breaks down and how to achieve lasting commercial success.

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October 2025 | Rodrigo Malandre

How to manage the circumstances when you know you have less power

Power imbalances are part of every negotiation. When the odds are stacked against you, the worst thing you can do is walk in unprepared. Success doesn’t always come from holding the stronger hand; it comes from how you play it. With the right preparation, structure and movement strategy you can protect value, influence outcomes and turn even a weaker position into a workable deal.

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September 2025 | The Gap Partnership

The Gap Partnership names new CEO and acquires Negotiation Academy Potsdam

A new era begins for The Gap Partnership with two significant pieces of news: the acquisition of Negotiation Academy Potsdam, and the appointment of Ann Marie Costelloe as new CEO.

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September 2025 | Rodrigo Malandre

How to use AI in negotiation

AI has swiftly integrated into everyday life with no signs of slowing down. But how does it apply to the world of negotiation? In this article, we focus on the impact of AI on commercial negotiations, addressing two key areas: how you can negotiate against it and how to use it to improve the outcome of your negotiations.

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August 2025 | Jeff Wozniak

Riding the cycles: Negotiating in today’s oil patch

In oil and gas nothing stays still. Prices swing, tech leaps, politics intrudes and public opinion shifts overnight. The only constant is the cycle. High prices spark growth, low prices slam the brakes and every turn changes the way deals are struck. Today we are in the middle ground, not boom, not bust, a test of who can negotiate smart, find value beyond price and build partnerships that outlast the next market shift.

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August 2025 | Freddy Burgess

Supply chain disruptors

Nobody wants a disrupted supply chain but striving for a disruptive supply chain may just be worth exploring. This article shows why a disruptive, diverse supplier network can push your business beyond its comfort zone and into market-leading territory.

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August 2025 | Mallory Gazette

Steady sailing amidst price surges: Navigating turbulent business waters

In today’s rapidly evolving business environment, negotiation has become more than a skill, it’s a strategic necessity. With rising costs reshaping commercial realities across industries, the ability to renegotiate, realign and respond effectively is critical to maintaining competitive advantage. Are you ready to navigate the stormy seas of business amid price surges?

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July 2025 | Vince Brook

Managing risk in a time of uncertainty

In times of instability and unpredictability, the established patterns associated with business relationships can be severely tested. This may cause significant disruption and a negative impact to planned or ongoing commercial negotiations. What can businesses and their negotiators do when faced with uncertainty and the risk it brings?

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July 2025 | Scott Chepow

The rise and rise of omnichannel

Scott Chepow considers the rapid rise of omnichannel retail, from the surge in e-commerce to the evolving role of bricks and mortar and the implications for commercial negotiations. As retailers and brands navigate a more complex and interconnected landscape, the ability to negotiate for value across channels has become a critical capability.

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July 2025 | Campbell Graham

The negotiator’s best kept secret: The risk adjusted strategy

It's a simple question: Are you taking risk into account in your negotiations? If you are then you are setting yourself up for success. If not, you are inviting a suboptimal outcome. Campbell Graham introduces the elegant concept of a risk adjusted strategy and details why it's one that every negotiator should have up their sleeve.

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June 2025 | Kat Krakowiak

365 days of Christmas in retail

For retail buyers, Christmas isn’t a season; it’s a year-round commercial engine. This roadmap aligns the retail planning cycle with negotiation seasonality, highlighting where negotiation adds value and how timely strategic support transforms pressure into performance.

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May 2025 | Rodrigo Malandre

The role of external training in changing mindsets and supporting cultural change

Companies invest heavily in employee training to boost performance and adapt to market changes, as highlighted by Henry Ford's quote. Training is vital for competitive companies and aids in cultural change, but identifying effective methods remains challenging. Many soft skills and cultural change programs fail to meet expectations, making improvement through training difficult and iterative. While achieving goals without training is even harder, the article explores the benefits and limitations of internal negotiation training, the role of external training in shifting mindsets, and the key elements of successful training programs.

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May 2025 | Tim Green with Nils Langefeld and Cyril Fontaine

Navigating tariffs in the automotive sector

The global automotive industry is steering through rough terrain. With the recent tariffs, cost increases for imported cars are likely to translate to higher prices for consumers. This isn't just a bump in the road, it's a significant challenge. The automotive industry must adapt quickly to survive, thrive, and drive success in this new landscape.

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