In this video, we discuss two starkly different negotiation scenarios often encountered in major business transformations, especially in the outsourcing and digital transfomration space. The first scenario showcases an aggressive, confrontational approach that creates friction and mistrust. The second reveals a more collaborative, partner-like dynamic, highlighting how negotiation can be about shared success. But here’s the catch: many high-level managers speak in the language of partnership while acting in an aggressive, controlling manner. This video is tailored for senior executives and program leaders involved in negotiating digital transformation initiatives. If you’ve ever felt that negotiations are tougher than they need to be, this breakdown will shed light on why that might be—and how to change it.