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Three Negotiation Skills for the Economic Recovery

Business Week ran an article suggesting that businesses prepare for the recovery. (Getting Ready for the Recovery, April 14, 09) What the article doesn’t mention, and what you and I both know, is that the recovery will look very different from what we are used to....

Negotiation: The Other Closing Technique

Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it’s a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. How? By taking...