A value we bring to our clients is keeping abreast with, and sometimes adding to, the contributions that are being made to fields like selling and negotiation. A few months ago when ordering the “Revised and Updated” edition of Bargaining … Continue reading →
I have cited the work of Neil Rackham many times in my fifteen years of writing newsletters and now blogs. If you are familiar with it, please endure the summary that follows before I connect Rackham’s findings with something that … Continue reading →
Recently, I delivered a program on negotiations for a sales team where one of the C-Suite executives wanted to drop-in and talk about his own skills as a negotiator. While I was emphasizing skills required in large scale business-to-business (B2B) … Continue reading →
