2 min read
As humans, we’re naturally averse to dwelling within a state of tension — it’s uncomfortable, it makes us feel vulnerable, and it often leads to behavior that dissipates as much of the tension as possible. Managing and overcoming this discomfort is...
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3 min read
The best way to avoid gridlock in internal negotiations is to maximize information flow. The free exchange of ideas and opinions are often the...
2 min read
A negotiation is a gestalt process: a series of events that, when taken together, lead to an outcome greater than the sum of its parts. That’s why...
3 min read
You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario...
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No business is an island – especially in a world of global supplier networks and transnational partnerships. What’s more, companies are increasingly...