When is the last time that you sat down to think about your goals for an upcoming negotiation? If you are like many others, you have not considered this question beyond thinking about price. There is much more to setting negotiation goals than hitting a certain price...
Q: Getting to We is a book about negotiating, but you say it is more than a traditional negotiation book. How is it different? A: Hundreds of books have been written on negotiation strategies and tactics such as Getting to Yes, Getting Past No, Getting More and even...
A stunning 45% of the time neither suppliers nor their customers realized the anticipated value from the relationship. This according to an IACCM study. Wow. That is almost like flipping a coin! What was wrong? One reason, the parties focused solely on price, thereby...
The “cheap and cheerful” cost cutting train has left the station and it is not coming back anytime soon. I firmly believe that companies and organizations that think an outsource provider can provide easy cost cutting measures are standing at the wrong train platform....
v For example, a food manufacturer unlocked value by partnering with their trucking vendor to mitigate the risk of fluctuating fuel costs. The companies agreed that the cost of fuel would be passed through to the company. At first that seems like a risky decision, but...
In the first paragraph of the Wall Street Journal article How Blackstone’s Chief Became $7 Billion Man, June 13, 2007, Schwarzman, the CEO and mastermind behind many leveraged buyouts, touted his deal making prowess. “[H]e [Schwarzman] wants to ‘inflict pain’ and...
