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#39 – One minute test to check if you really believe in collaborative negotiation

Let’s start the test. (Don’t worry, nobody will come to know the result!) Think about one of the big deal you had in your life. For example, when you have bought your house or you have finalized the rental contract. Go back to those days. Think about the scouting you did, people you met. Recall […]

#36 – Exiting the ukrainian loop: negotiation is not an option

It is quite hard exiting the loop of a wrong problem setting. Regarding ukraine war, from the very beginning, the issue has been set in the following terms: had we better make war or negotiate? The real point is that negotiation is not an option. It is the necessary step after every single war. The […]

#35 – Why collaborative negotiation is a lot, but it is not all we need

Let’s be clear: in a negotiation, greatest value comes from collaborative, proactive and trusty relationships between the parties. Anyway, if we did not care at all about how final value will be split amongst negotiating partners, great part of that value would likely flow in the pocket of the party who has higher game control. […]

#27 – What is left unsaid (in a negotiation)?

Clues to grab from a real picture of a big deal. 23 Nov. 2019 – 22:30. Rome, Chigi Palace. Arcelor Mittal deal. On the left, premier Conte between ministers Gualtieri and Patuanelli. On the right, the Mittals (father and son). We do not know what has been said, but we can get so much info, […]

#25 – How will A.I. jump into your Buyer life?

No futuristic scenarios. No science fiction. Artificial Intelligence (AI) will soon break into your procurement business, in three different possible ways: Overnight, you’ll realize that, in a running outsourcing contract, the provider decided to base the service on some AI technologies: can he really do that unilaterally? Can the outsourcer take advantage from new technologies […]