These professional referees are absolute models of calm assertiveness.

So there it is. Real life lessons in assertiveness, learnt the hard way.

In using a common language, Procurement can go about really understanding the needs of the business by asking great diagnostic questions, probing, challenging the thinking, sharing market insights and listening

Do you often send a detailed e-mail, clearly articulating (at least in your head) what you want the other person to do, only for it to be met with an incomplete or late response, or worse, total silence?

Why have we become so averse to picking up the phone and actually talking to someone?

Establishing rapport with a counterpart is the cornerstone of achieving a successful negotiation outcome, maintaining a constructive long-term business relationship and being able to persuade someone to your way of thinking.