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Improve Internal Negotiations: Be a Creator
Read the post: Improve Internal Negotiations: Be a CreatorIn my position, I’m frequently asked some variation of the following question: “How do I get my internal stakeholders to… Read More →
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Why the Founders Almost Didn’t Sign
Read the post: Why the Founders Almost Didn’t SignTwo-hundred-and-fifty years ago, the Founding Fathers of the United States voted to declare independence. But there’s something most of us… Read More →
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Top 5 Negotiation Issues of the Year . . . So Far
Read the post: Top 5 Negotiation Issues of the Year . . . So FarHalfway through 2026, one thing is clear: The negotiating environment isn’t getting any easier. Markets are shifting, internal pressures are… Read More →
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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… 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 →