What does 'win-win' really mean when negotiating?
So often Sales Professionals say their goal in any deal is to get the 'win-win.' But, when asked, ...
Managing the China elements of global Merger & Aquisition deals
peakers:Robert Lewis, International Managing Partner, Zhong Lun Law FirmJohn Jiang, Partner, Zhong...
How to avoid value-detracting concessions when negotiating
The concept of trading for something of equal or greater value avoids value-detracting concessions...
ATE - The Global Marketplace; Genesis and Jurisdiction
The global marketplace has had to take on issues of global governance that - in domestic markets -...
How's your value exchange process?
At the risk of oversimplifying the relationship between selling and negotiating, the former is abo...
Diagnosing the root causes of sales negotiation failure
In the business negotiation field, acute, surface-level pain is often expressed as "our margins ar...
Negotiating: impact the deadly phrase of 'I'll get back to you...'
"Let me check and I will get back to you ... " How many times have you heard this phrase in a nego...
Contracting Reform in the Government Set to Save Billions
IACCM member Edward Willey drew my attention to a report from the The Center for American Progress...
Improving Government Efficiency
Contracting Reform and Other Operational Changes Could Save Hundreds of Billions of Dollars...
How will the aviation industry be affected by export control reforms?
While it has received little coverage in the mainstream press, various agencies of the U.S. Govern...