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Redefine Your Role Away From Gatekeeper

80% of Business to Business purchases involve some sort of contract. This fact startled me, even though I am an attorney. More telling, those contracts have become increasingly sophisticated. Contracts typically contain rebate language, chargeback mechanisms, and...

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...

Good Questioning Skills

Have you had one of these conversations lately? You tell the other person, whether it is a co-worker, vendor, or customer, That is not what I said. Then the other person says, Yes it is! These circular conversations are so frustrating and can lead to serious...