Commercial and Business Insight

In the commercial activity the word of Negotiating is commonly used mostly by Sales People when they meet the clients. When I meet my sales friends, the most interesting topic we are talking about is “I just negotiating with the client X so they will buy our solution”. But when I explore further about the negotiating he just made, I conclude that “He just haggling over the price”. Haggling is not negotiating. Haggling is about offering your products for a reduced margin. – you’re simply making price concession until buyer say yes. Negotiation, though, is about making getting something equal or higher value, in return of any concessions you make. Negotiation involve more than one variables and it’s about trading. A simple example, getting a buyer to place an extra order in return for giving them a slightly lower price. But to enter into a negotiation, all parties need to believe it is in their interest to do so. How often we found that a sales people believe they have a product ...

When I was younger (although I’m still quite young J ), one of my favourite activity besides riding a motorbike is mountain hiking. Even though I’m not an expert, I enjoy it tremendously – especially that moment when you reach the top – that breathtaking view and fresh air! It is a rarity for me, something I do not get to enjoy every day as a consequence of living in a big city.  I’ve hiked both small and big mountains and some of my favourites are Bromo, Panderman and Ijen to name of few. Hiking is quite a dangerous sport and an activity that you can’t just do impromptu. It requires detailed planning – studying the weather, preparing the right equipment & attire, food supplies, assess the route we would take etc. Before each hike, my colleagues and I would spend at least a couple of days to a week preparing to ensure we get it right, check and re-check that we have not left any scenario unprepared for. The bigger the mountain, the more preparation time required. ...