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Are You Negotiating Value?

Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...

New Rules for Negotiating: Adapt and Thrive

The 2009 recession continues to have a profound impact on contract negotiations. Many companies are still adjusting to the new rules of negotiation that evolved during the recession. After 2009, customers gained bargaining power simply by having business to offer...