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...
Help from their service providers to develop a solid strategy to seriously reduce costs and waste. If providers don’t take the lead on directing cost reduction, providers should expect further commoditization. I just spent one week in Scotland working with one of the...
According to the Corporate Executive Board (CEB), buyers are 57% through their buying process (gathering information and determining specifications and requirements) before reaching out to suppliers. The remaining 43% of the buyers’ time is devoted to the RFP process,...
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...
Did you know that 57% of employees who say that they are looking for a new job are doing so because they think they could earn more money at another company? Salary.com conducted a random survey and reported that more than half of those surveyed said that were looking...
