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NEW DAWN PARTNERS BLOG


Rule Number 12 Smile and Say ‘No!’ until Your Tongue Bleeds

Attributed to Harvey Mackay in his pithy book “Swim With The Sharks Without Being Eaten Alive”, I like this adage because it is, like many other aspects of negotiation, so counter-intuitive.In his view (and ours), you’ll be amazed how much the terms of your deals will improve when you learn to say ‘No’.

However, there is a heck of a lot more to this expression than first meets the eye.


Rule Number 11 Understand the Power of Silence in a Negotiation

We live in a world of noise where silence has almost ceased to exist. A significant majority of people are uncomfortable with it and seek to fill it even with mundane background noise. We regularly see this manifest itself in countless businesses where we see people in meetings and negotiations talking too much, tripping over themselves to ‘lead the conversation’ or to interject as soon as the other person pauses so that they can post their arguments. It is as though silence is to be avoided and immediately filled...


Rule Number 10 Be Prepared to Walk Away from the Table Without a Deal

There is nothing quite so empowering to a negotiator that knowing that they can walk away from the deal if necessary. This hugely important factor enables them to be assertive on their goals, confident that if an acceptable deal is not reached, they have an alternative option. Similarly, the other party will sense this too and will be commensurately wary of pushing too hard. Unfortunately, the opposite is true too! Having no alternative, such as in a monopoly situation, can leave you in a very vulnerable position.


Rule No. 9. “Give away nothing for Free”

When negotiating, a good mindset to adopt is the one that says everything has a value and that nothing should be given away for free.Yet, far too often well-intentioned or naïve negotiators give away items to the other party when they need not.The irony being that by giving it away too easily, its value becomes much diminished for the recipient.


Rule Number 8 "Learn to Communicate"

To negotiate people must have the ability to exchange ideas, concerns, proposals and arguments – in short, communicate effectively.


Rule Number 7 "You Will Reap That Which You Sow"

In negotiation, and in life, everything that you do has repercussions – actions have consequences. It comes back to you one way or another.


Rule Number 6 "People Buy From People – So, Understand the Three Types of Proof Used By Persuasive Speakers"

Absolutely fundamental to negotiation is our ability to persuade others to accept our view.


Rule Number 5 "All customers / suppliers have a different value to you"

“There are, of course, many ways by which sellers can categorise or segment their customers. By far the most common is size or revenue, but this is simply not adequate if you want to determine how to manage a relationship or how to negotiate with a customer. ”


Rule Number 4 "Clarify and Understand your own Value Before you start"

“Value is the extent to which a product or service is perceived by the other party to meet his or her needs or desires, measured by their willingness to pay for it. It commonly depends more on their perception of the worth of the product than its intrinsic value.”


Rule Number 3 "Know your enemy and know yourself" Sun Tz

There was no greater war leader and strategist than Chinese military general Sun Tzu. His philosophy on how to be a great leader and ensure you win in work, management, and life is often quoted – for good reason. Sun Tzu also states the “Every battle is won before it is fought” – a point we picked up in our Rule No2.


Rule Number 2 Negotiations are won in the planning, preparation and rehearsal, not at the table.

In our experience, only one third of the delegates attending our programmes spend more than one hour planning, preparing and rehearsing for a negotiation. Often this is done in a café, taxi or train en-route to a customer, or in a rushed pre-meeting, which is prone to regular interruptions, just prior to a key meeting with a supplier!


Rule Number 1 If you do not ask – You will not get!


NEW DAWN PARTNERS LATEST NEWS


Commercial and Strategic Awarene...

December 2012

In 2012, Severn Trent Water Supply Chain and Procurement selected NewDawn Partners to implement a programme to enable them to be more commercially astute in dealing with the supply chain and procurement issues. This multi-faceted programme involved training the individuals, providing a toolkit for the SC&P team to use and updating the Category Management Manual. The aim of this set of programmes is to create greater awareness of the opportunities, and a step change in performance, for the STW SC&P team in terms of commerciality, strategic thinking and category management.

Peter Williams, Capital Supply Chain Manager, says “In line with our strategic goals, we need a SC&P team that has a good understanding of how global market’s work, keeps up to date with current global financial movements, can advise on social & economic drivers that can impact on business and supply chain decisions, is accomplished in a comprehensive range of commercial models, and is able to coach other parts of the organisation in these skills. NewDawn were selected as the best company to provide this training for us and designed and implemented a first class programme”.

Michael Winslow of the NewDawn P...

April 2012

Michael Winslow of the NewDawn Partnership has been appointed to the post of Interim Non Executive Director at the Royal Berkshire NHS Foundation Trust with effect from 9th April 2012. The role carries the responsibility for providing appropriate oversight, governance and leadership to the trust in the pursuit of its strategies to provide effective and high quality healthcare services.

Advanced Negotiation, Severn Tre...

April 2012

NewDawn provides a series of Advanced Negotiation training programmes and live project follow-up sessions with Severn Trent Water’s Supply Chain and Purchasing team in Coventry, UK. The aim of this set of programmes is to equip the team with a consistent proven methodology/language, and to instil the belief and confidence across the team that the process will deliver substantial benefits to Severn Trent Water in both the Capital and Operational Procurement Categories.

Peter Williams, Capital Supply Chain Manager, says “A training programme with NewDawn is frankly much more than just a training programme. They bring a wealth of experience and have the uncanny ability to be able to find solutions to just about any challenge. From my perspective, their training and insights have been a life changing experience”

Find your fighting spirit!

March 2012

Article by NewDawn’s Simon Buzza published by the Journal of the Institute of Sales Marketing Management in their bi-monthly journal Winning Edge in March 2012.

To view please use 'Articles' link above

Article by Simon Buzza on negoti...

November 2011

It's good to talk. Article by Simon Buzza on negotiating in the digital era published by the Institute of Sales and Marketing Management in their bi-monthly journal Winning Edge in November 2011.

Simon Buzza is selected as a lec...

September 2011

Simon Buzza is selected as a lecturer to the MSc in Leadership at the University of Buckingham. He will lead the ‘Leading and Building Winning Teams’ module and support the ‘Leading Strategy’ and High Performance Leadership’ modules.

Alan Cooley successfully complet...

September 2011

Alan Cooley successfully completes his assignment as Interim Purchasing for a major European coffee roasting company.

Michael Winslow and Simon Buzza ...

September 2011

Michael Winslow and Simon Buzza complete a scoping study report into purchasing improvements at a major Irish public hospital.

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