The Architecture of Trust: How to Build Leadership Integrity in Your Organisation
Introduction: Trust as an Economic Engine I spent Christmas distilling my thinking on business and decided that it all comes down to one word: trust. Trust...
Real-Time Savings: Revolutionising Contract Management with Distributed Oversight
In the world of complex contracts—those dense, multi-faceted agreements that govern significant business relationships—the traditional approach to contract management is often a costly, reactive exercise. We...
Lessons in Management from Puy du Fou
Over the course of my career, I have spent more than thirty years in management, leading teams, overseeing large budgets, and working across a wide...
The Music of Negotiation: Why Preparation is Everything
I recently attended a charming concert in the small French village of Saint Loup-Lamairé. The music was exquisite, but what truly captured my attention was...
Why You Shouldn’t Need a Contract Audit – If You’ve Done It Right From the Start
In the world of procurement and commercial management, contract audits often carry an air of inevitability. They are seen as a necessary step—an opportunity to...
Helpful Negotiating Tools and Techniques
BATNA (Best Alternative to a Negotiated Agreement): BATNA is a tool that helps negotiators evaluate their options and assess the strength of their bargaining position. It...
Is Relational Contracting Dead in the United States Government?
First, let me say that this is not intended to be a political statement. It is purely about the changing environment of deal-making with the...
Has My Organisation a Negotiating Culture?
For a negotiation culture to develop in an organisation, certain processes must be in place. Here are some key elements of a successful negotiation culture: Clear...
Negotiation Forms.
In negotiations, several forms might be used to facilitate the process. Here are some of the most common forms: Letter of Intent: This non-binding agreement outlines the...