Articles


Power Shift Negotiating

During a recent workshop I conducted, one of the participants told me about a struggle he was having with a very important deal. He was working for a small company that was trying to get a contract with a Fortune 500 account. While he had been...

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Why We Hate to Negotiate

Why does the prospect of having to negotiate generate such negative feelings? How did you feel that last time you negotiated for something really important? We all remember the last time we negotiated for a car. If you are like most, you recall...

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