Keyword: Partnership

I recently shared a few thoughts on what 2025 might look like and what challenges may present themselves at individual, company or even global level. As a follow-up, I am sharing some practical advice for businesses and corporate negotiators at all levels, from sales people to procurement professionals to C-suite.?

These days, geopolitics offer a worrying lesson: fractured alliances, little to no compromise, and economic divides growing deeper. Across the board, failed negotiations and a refusal to truly listen to one another’s needs are costing everyone.

But this isn’t just a geopolitical issue. It’s a symptom of a broader trend that also impacts the business (in Europe, at least, but likely also globally). Faced with pressures of different kinds, companies tend to get stuck in a short-term, “win-lose” mindset. This often results in eroded partnerships, missed opportunities, and a lack of trust in critical relationships. In this age of uncertainty, the ability to negotiate effectively is no longer a nice-to-have, it’s an absolute necessity.

Why are we missing more people who truly understand the art of negotiation? Too often, we see negotiators enter discussions armed with rigid agendas and an overwhelming desire to “win.” Which is great. Who doesn’t love to win? But negotiation isn’t always a battlefield. Sometimes it’s a bridge, and there’s a fine line between these two approaches. And building bridges requires more than power plays - it demands curiosity, empathy, and most importantly - willingness to listen.

One thing seems rather clear to me: in 2025 and beyond, the context is, and will remain, different (read: hard). And a different context will demand a different approach. Whether you’re navigating boardroom deals or multi-stakeholder agreements, I would suggest that we all rethink how we negotiate. Here are a few principles to guide us:

1. Listen beyond words: It’s not just about what’s being said, but what’s driving the other party’s position. Understanding their underlying motives, their true goals, pressures and pain points is critical.
2. Prepare with empathy: Shift your focus from winning to creating value for both sides. Ask yourself: How can this agreement leave both parties better off in the long run?
3. Value relationships over transactions: A deal that damages trust is no deal at all. Long-term success depends on sustainable partnerships.

These ideas may seem simple, but they’re overseen all too often.?

The challenges of 2025 are immense. From economic instability to supply chain complexities, the stakes couldn’t be higher. But the opportunity to shape a better future is even greater. It starts with negotiation that values collaboration and building joint solutions over just competition - a skillset that all of us, from CEOs to emerging leaders, need to embrace.

What are your thoughts?

Do you have a strategy for negotiating better outcomes in 2025?

I’d love to hear it!