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Why You Don’t Prepare (and What It’s Costing You)
Read the post: Why You Don’t Prepare (and What It’s Costing You)I asked a group of sales and procurement professionals how many of them consistently prepare before a negotiation. A few… Read More →
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Your Team Negotiates Like You Do
Read the post: Your Team Negotiates Like You DoCulture is one of those things that everyone talks about but few leaders actually manage. We invest in strategy, talent,… Read More →
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Your Bed’s Been Made. Now What?
Read the post: Your Bed’s Been Made. Now What?There’s an old saying: You’ve made your bed, now lie in it. Great life advice. Terrible negotiation strategy. At some… Read More →
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Don’t Let Tension Be the Enemy of Strategy
Read the post: Don’t Let Tension Be the Enemy of StrategyI was at a funeral several weeks ago, and I found myself experiencing and observing a variety of emotions —… Read More →
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Stop Negotiating Against Yourself
Read the post: Stop Negotiating Against YourselfSome time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some… Read More →
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Negotiate Like Yoda, You Must
Read the post: Negotiate Like Yoda, You MustI’ll admit it: I’m an old-school Star Wars fan, and as far as I’m concerned, nothing beats the original trilogy.… Read More →
