Articles by Subject: 'buying'

We’re getting 5-star reviews for Same Side Selling (Amazon #1 seller!), and many of them praise the benefits of our collaborative approach for both the seller and the buyer. These words are great to read, because improving the buyer/seller relationship is the point of the book that Ian Altman and I wrote. Both parties are…
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Do you love to prepare meals? For me, it’s usually a chore. But last week I was part of a team that prepared over 109,000 meals in 24 hours. It was an amazing experience in many ways, and it showed me a new angle on the importance of focus and outsourcing. These ideas are central…
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“Before we move forward, who are your best competitors?”  This question – skillfully applied – is a Jedi-level tactic when interviewing a vendor. Here are some other great ways to ask it:  So, who are your strongest competitors? Who else should we talk to before deciding whether to move forward with you guys?  An apt…
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Business school negotiations classes are often promoted with this promise: you can pay for your whole education with one negotiation. If that’s true – and it certainly can be – then the next five minutes of reading this article might provide the best return on investment of any time you’ll spend this year. Do I…
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So, why do we buy? – It turns out this is a pretty easy question to answer: I will buy something when its price is less than its value to me. It sounds simple, and it is… at least at a concept level. In practice, dissecting value can get thorny, and we’ll explore that in…
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