We usually go all out to ‘win’ – nail down tough conditions and low prices from a supplier, and not give an inch to customers who ask for a better deal. And as for more pay, forget it! Sometimes we win, but sometimes our negotiation ‘foe’ takes their business elsewhere. Then it becomes Win-Lose, not the Win-Win that will put both sides ahead.

In this interview Ken Burgin talks with business development consultant Diana Tapp of Real Changes. She has helped hundreds of business owners and managers to develop their negotiation skills and become much more effective with business communication. We discussed negotiation tactics with staff asking for a pay rise, and with organisers who want your ‘very best’ price for an event package (when you’ve already at rock-bottom). We also talked about how to set up an agreement with a new supplier so both parties can move ahead with confidence.

It’s easy to just focus on price, price, price – and that usually shows lack of experience. Diana Tapp gives us four winning ways to make negotiations more effective, and ultimately more profitable for all concerned. This interview has great content for managers, chefs and business owners – it’s a skill everyone needs to improve!