Insights: White Papers, Research Studies, Books

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You’re presenting the recommendation you’ve been working on for months. You’ve got the data to back ...

Technical experts shine when communicating to others in their field because, in a way, they all ...

It’s often not easy to “get to yes,” particularly given the pace of business and the structure of ...

by Jonathan Hughes and Jeff Weiss

Many deals that look good on paper never materialize into value-creating endeavors. Often, the ...

Outsourcing, technology, and automation are transforming the nature of work. Many traditional jobs ...

Negotiating is one of the most fundamental, and important, responsibilities of sourcing and sales ...

Recent research finds investments in supplier relationship management (SRM) at a majority of ...

In my communication coaching practice, I have to admit I’ve struggled to find a reliable way to ...

by Douglas Stone, Bruce Patton and Sheila Heen

Procurement groups have played a key role in meeting their companies’ ambitious cost-cutting ...

Companies try all kinds of ways to improve collaboration among different parts of the organization: ...

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