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REAL-WORLD INSIGHTS

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Published: Oct 05 , 2012
Author: Stephen White

One of the most commented upon blogs we have posted this year is the one we published on the frustration many suppliers feel when they are in receipt of client RFPs. Comments came from suppliers in agreement of the sentiment and many buyers about the bias in the writing....

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Be Angry. Then Do This . . .

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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