My client was sharing with me a negotiation he was involved in that was, as he put it, “jump the… Read More →

ITV’s announcement on Wednesday that it was permanently cancelling The Jeremy Kyle Show led me to wonder whether the format… Read More →

This past week, I was working with a sourcing team. We were developing a variety of negotiation strategies to help… Read More →

When I was a teenager, the one thing I heard most (outside of my name) was, “The world does not… Read More →

No, this is not some oblique reference to beginning a training plan for next year’s London Marathon (although not a… Read More →

Here’s one of the most common questions asked of buyers: “What’s your budget?” The most common answer? You guessed it:… Read More →