Not long ago, we were working with a customer to build a negotiation performance plan for their sourcing team. At the last minute, their Chief Purchasing Officer was replaced. Naturally, our deal was paused while the new CPO got up to speed, but we didn’t sit idle. We acted......

Recently, I was speaking with a new prospect about a challenge he was facing. He said, “I need your negotiation training to teach my people to be more combative!” I was puzzled, so, I asked him to clarify.....

Too often, negotiators fall into traps that waste time, drain energy, and delay valuable outcomes. Whether it’s endless circular arguments, ego-driven battles, or unclear decision processes, the results are the same: lost time and opportunity......

We talk to a lot of organizations about how to train their people to be better negotiators and find that many people think of training as a one-and-done activity. However, that perception can cost organizations real results......