REAL-WORLD INSIGHTS

Published: May 16 , 2022
Author: Brian Buck

There’s no denying what’s happening in the marketplace: much of China is still in lockdown, which is disrupting supply chains everywhere; sanctions against Russia are limiting oil supply in the world market; the Fed is raising rates; and the stock market is shedding value daily as both the Dow Jones and NASDAQ near 52-week lows. All of which is contributing to an inflation rate of 8.5%. It begs the question: Is it time to raise prices?

Published: May 02 , 2022
Author: Simon Carkeek

Recently, my wife, Sophie, shared a work-related dilemma with me that reminded me of how a perception of fairness, or lack of it, can so often derail negotiations. She had been asked to do something outside the scope of her job, but for which she has expertise. It wasn’t the first time this had happened, and she was concerned that people were exploiting her good nature and general willingness to help.

Published: Apr 25 , 2022
Author: Brian Buck

In our annual Buyer/Seller Survey, we ask how confident people are in their negotiating skills. More than 44% of our respondents lack a high degree of confidence in their negotiating skills, and in this regard, there’s no discernible difference between buyers and sellers. Confidence, or lack thereof, impacts all types of negotiators.