negotiation

My first instinct is to take the buyer’s perspective, and that’s what these articles are generally about. But I’m not of the worldview that in order for buyers to succeed, sellers have to fail. In fact, the opposite is true: that when sellers and buyers both do their respective jobs well, it results in more…
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In a world of outsourcing, partnerships, and virtual teams, a company’s activities and operations are increasingly dependent on non-employees. The trend of hiring market providers to perform company functions means that execution is increasing connected to purchasing. As buying replaces doing in many cases, the skills related to buying become increasingly important.  This article presents…
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There aren’t many activities like negotiation, which is almost PERFECTLY optional: You always can negotiate, but you never have to. It’s up to you. There are obvious benefits to negotiating, but many of us feel strong resistance to it. In fact, there are things about negotiation that we HATE, and these sometimes lead us to…
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More than Just Mellow If you were even a little bit groovy in the 1970s, you’ll surely remember the musical question: “Do you know where you’re going to?” It was first asked by Diana Ross and later, I learned, covered by Jennifer Lopez and Mariah Carey. The song offers more than wistful melancholy and poor…
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We’re told that it’s good to know exactly what you want. But when we’re buying or negotiating, sometimes that precision can work against us. Consider these examples: Adam: I want Kung Pao chicken from Wu’s Garden for lunch Bill: I want to eat Chinese food for lunch Who has more options in venues and menus?…
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