Graham Botwright
- Comment and Opinion
Personal coach Graham Botwright why trading on personal relationships isn't good business sense
The word 'partnership' is often bandied around as the holy grail of negotiation. But while it is always appropriate to create a true partnership with your buyer or supplier, some partnerships are more about one side trying to make the...
- Comment and Opinion
Enjoy rejection. It's the first step to a satisfactory result
An account manager sits down for the annual price negotiation with her category buyer and presents the new list price with an average 2½% price increase across the board. The buyer looks at the list and accepts the changes instantly. After the...
- News
How to cope when a buyer has got you by the throat
Unprecedented power is now in the hands of the newly emergent global conglomerate retailers and suppliers. And with that comes the urge to use this power by placing unilateral demands. A unilateral demand generates tensions. The...