The debate over whether real partnership can exist is redundant, argue Andrew Cox, Joe Sanderson and Glyn Watson. Contrary to popular belief, effective collaboration is all about domination
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In the first of a six-part series, Peter Evans explains the importance of planning in conducting successful negotiations
Great care should be taken when making promises that you know will be relied on by someone else. This extract from The Buyer shows how two recent cases prove the point
Specifications help to avoid ambiguity. However, the type of specification that is most used nowadays gives constructive scope to buyer and supplier, as John Ireland explains
Moves to encourage mediation in disputes have not made much impact in IT wrangles. Paul Abbiati explains the lessons that buyers can learn from recent cases
Finding the information you need on the Internet doesn’t have to mean trawling through lots of irrelevant pages. Ken Burnett explains how to search more effectively
The work of headhunters is shrouded in mystery, but their role in purchasing recruitment is growing. Celia Poole explains how they operate and why you could be next on their hitlist
In the second part of her analysis of where students go wrong on the strategy papers, Alexis Brooks advises candidates to avoid being sidetracked and to be prepared to be more critical
Alexis Nolan explains how the less than glamorous area of returned goods has proved to be a winning formula for cosmetics group Estée Lauder in the US
It may take time for new European Union directives to fully embed themselves into British law, but the spirit of their intentions cannot be ignored. Neeta Adatia reports