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The 1 Minute Negotiation Technique

Okay, I’m coming out. I meditate. I have for years. Besides all the health benefits, I believe that meditation has helped me further develop my ability to really focus. Anyone who has ever talked to me knows that I encourage everyone to take time to really plan for...

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...

Is Your Team Haggling or Negotiating?

According to the Corporate Executive Board (CEB), buyers are 57% through their buying process (gathering information and determining specifications and requirements) before reaching out to suppliers. The remaining 43% of the buyers’ time is devoted to the RFP process,...
Do you really want innovation?

Do you really want innovation?

Innovation transforms something, whether a process or a machine. It is more than an incremental improvement—saving “fingers and toes” worth of time, effort or money. Many companies, if not all, claim that they want their supplier pool to bring them innovative ideas....

Are You Playing Not to Lose?

I lost big playing a negotiation game at the University of Tennessee. My team was caught off guard by our opponents’ tactics. Our opponents were “playing not to lose.” HUH? I play to win. I thought everyone played to win. The other team were wolves in sheep’s...