5-minute read The way you present a situation influences how the other party interprets it and which solutions they consider possible. The same agreement can be seen as a one-off transaction or the beginning of a relationship; as a cost or an investment; through the lens of price or value; with a focus on the next quarter or the next few years. Before you sit down to negotiate, ask yourself: What frame is the other party using to view this conversation? And what frame would h

7-minute read In the B2B corporate world, the difference between closing a highly profitable deal and experiencing a gradual erosion of operating margins does not come down to luck, personal charisma or the ability to improvise. In competitive markets where professional buyers are increasingly trained to push down prices, understanding and mastering the keys to effective negotiation has become an essential strategic competency for leaders, executive committees and high-perfor

2-minute read When a patent expires, defending value becomes much harder. But that is precisely when knowing how to negotiate matters most. The patent expires, a generic enters the market, regulatory pressure mounts and, suddenly, everything seems to come down to a single conversation: price. After years of developing the market, building knowledge, training teams, supporting healthcare professionals and deepening your understanding of a particular condition and the patients

Every professional faces the same challenge when they walk into a boardroom or switch on their camera for a video call. That opening moment, when all eyes turn to you, is the moment of truth. Knowing exactly how to open a meeting is more than a matter of courtesy; it is a leadership skill that separates those who inspire and persuade from those who simply deliver information and watch their audience’s attention fade. As part of our approach to high-impact presentations, pitch

Learning from her communication style 1-Communication was something she took very seriously. She knew it was a key tool for reaching her...

Thoughts and Advice on Negotiations A universal principle if you want to get your way as a negotiator: make sure you are always in the...

What the President of the European Commission experienced today was a tactic that in negotiation we call "Altering the Physical Space"....

The most frequently asked question in the field of negotiation There is no conversation on the negotiation topic in which I am not asked:...

By Belinda Cea What impact has the pandemic had on the training environment? During the last few years, the world of corporate training...

European countries' reaction to Covid-19, a decisive precedent One of the phenomenums we are experiencing in this context of a global...