Having what it takes to succeed
Yesterday I was talking with Barbara, an IACCM member, about her experiences climbing mountains. H...
Commercial Contract Analysis: Conclusions & Templates
Terms analysis and model agreement presentation on the work done by Chicago Law School....
Negotiation skills training: prepare, present and win
In every successful negotiation we have ever been part of, we have found, and even more important,...
10 Essential Points for MRO Supply Chain Transformation
Corporate America is littered with Maintenance, Repair, Operations, and Services(MRO) projects tha...
Negotiation skills training: Anchoring
An anchor is a starting point for one aspect of a negotiation or, in some instances, an entire neg...
What's the difference between selling & negotiating?
Selling is a process through which the seller identifies how the solutions he offers resolve a buy...
Are you prepared for these kinds of arguments when negotiating
Contrary to popular belief, buyer behavior follows certain patterns. In fact, our primary research...
Follow the 4 C's to Implement a Demand Driven Supply Chain
Today's macro environment remains uncertain with high unemployment, significant debt and volatile ...
Getting good answers to three questions before negotiating
There are numerous ways to solicit information about a business negotiation and the more obvious y...
Four Steps to Improved Supplier Risk Management
Supplier Risk Management is the best practice process to help businesses uncover and mitigate risk...