In the high-stakes theatre of global politics and international business, there is a recurring character: the leader who speaks with a megaphone but listens through...
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...
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...
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...
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...
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...
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...
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...
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...
