Clik here to view.
Effective Negotiations May Sometimes Mean Staying with it even after You've Lost
by: John CaddellNegotiating skill is partly personality, mostly hard-won experience. There are a few good books on the subject (I've found "Game, Set, Match: Winning The Negotiations Game," by Henry...
View ArticleThe Margin Challenge of Being Green
by: Alain ThysWhen listening to the case of TNT Post's sustainability efforts at Marktplein 2.0, I could only conclude that no good deed goes unpunished. And as it's a situation which many companies...
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Don't Let Negotiating Counterparts Overcommit
by: John CaddellThe most useful part of Danny Ertel and Mark Gordon's recent book "The Point of the Deal," to me, is this lesson: in a negotiation, if you convince the other side to do more than it can...
View ArticleB2B Marketing: Play Fair, Maximize Profit
by: Roger DooleyBusinesses are often portrayed as rapacious partners, seeking to squeeze every penny out of their deals. Indeed, some are… the result is often a relationship between defined by a fat...
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Seating Secret: How to Soften up Your Prospects
If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations: 1) The salesperson was genuinely concerned about your comfort during a...
View ArticleClik here to view.
Effective Negotiations May Sometimes Mean Staying with it even after You've Lost
by: John CaddellNegotiating skill is partly personality, mostly hard-won experience. There are a few good books on the subject (I've found "Game, Set, Match: Winning The Negotiations Game," by Henry...
View ArticleThe Margin Challenge of Being Green
by: Alain ThysWhen listening to the case of TNT Post's sustainability efforts at Marktplein 2.0, I could only conclude that no good deed goes unpunished. And as it's a situation which many companies...
View ArticleClik here to view.
Don't Let Negotiating Counterparts Overcommit
by: John CaddellThe most useful part of Danny Ertel and Mark Gordon's recent book "The Point of the Deal," to me, is this lesson: in a negotiation, if you convince the other side to do more than it can...
View ArticleB2B Marketing: Play Fair, Maximize Profit
by: Roger DooleyBusinesses are often portrayed as rapacious partners, seeking to squeeze every penny out of their deals. Indeed, some are… the result is often a relationship between defined by a fat...
View ArticleClik here to view.
Seating Secret: How to Soften up Your Prospects
If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations: 1) The salesperson was genuinely concerned about your comfort during a...
View Article
