(Via NZHerald)- What's the most difficult part of a negotiation? Is it knowing whether to make the opening move? Deciding when to show your hand? Working out what you can afford to lose on? Stalling for time?

No. All of those steps are tricky. But they're tactics, the kind of attack-and-defend manoeuvres procurement managers mull over while they brush their teeth.

The real challenge in any negotiation is selling the result back to the home company. That, according to management consultant and lecturer Patrick Rottiers, is the most important thing to remember about your opponent (though I'm sure he wouldn't call them that).

Read more [HERE].