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OK, there is probably more than one important thing about improving negotiators' skills. But I have ...

Old school negotiators, whose habits were developed in the dog-eat-dog world of single-issue ...

You already know this: Incumbency provides a huge advantage versus competitors during renewal time.

How do you stack up against your competitors in the IT Services market? What do clients truly care ...

Want an edge over your competitors?

We've all been warned that "curiosity killed the cat," usually by someone more invested in leaving ...

In 1981, Queen and David Bowie came together to produce one of the greatest hits of all time, ...

British statesman and former Prime Minister Harold Wilson once famously said amidst the social and ...

Professional service firms conduct lots of negotiations for their clients — with customers and ...

Is price always king?

“We know which providers move faster or slower. It doesn’t really show up on any formal selection ...

Many of us have engaged in negotiations that are so complex, contentious and soul-draining that our ...

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