"Our valued SaaS customers are passing us over to procurement for our contract renewal negotiation – it’s a nightmare!" This is something...

Earlier this week, I discussed three common mistakes made by Account Managers and Customer Success Managers when negotiating SaaS...

For those that work in Account Management and Customer Success roles in SaaS businesses, the contract renewal cycle is where significant...

I am extraordinarily lucky to have two wonderful daughters aged two and a bit and 5 months old. My eldest, Lola, now chatty, energetic...

Earlier in the summer, I posted an article on the negotiation tactics and strategies used by my 2-year-old daughter Lola and soon enough...

Here at BreakPoint black, we do a lot of work with clients on their contract renewal negotiation strategies. For many businesses,...

The UK housing market has had a shot in the arm. It's frothy. It's gazumping and giddiness all over again. A powerful tonic of government...

"finding a way to work with your commercial partners to ensure mutual resilience is the name of the game right now."

When we negotiate, we are often looking to reach an agreement that will primarily look after our own interests. We negotiate with another...

Meet the BATNA… or best alternative to a negotiated agreement. Quite simply it means the alternative viable options available to us

There are many professional disciplines that fit into a category I describe as high stakes, technical skill sets. These are areas where...

By Guy Johnson Many people think of negotiation as a battle of nerve, pressure and power to drive a hard bargain and secure the best...

By Guy Johnson For many of us, negotiating on price is something we do every day in our professional lives. It could be agreeing a price...