Seating Secret: How to Soften up Your Prospects

If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations:

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B2B Marketing: Play Fair, Maximize Profit

by: Roger Dooley

Businesses are often portrayed as rapacious partners, seeking to squeeze every penny out of their deals. Indeed, some are… the result is often a relationship between defined by a fat contract that seeks to protect both parties against bad behavior by the other.

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Don't Let Negotiating Counterparts Overcommit

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The Margin Challenge of Being Green

by: Alain Thys

When listening to the case of TNT Post's sustainability efforts at Marktplein 2.0, I could only conclude that no good deed goes unpunished. And as it's a situation which many companies going "green" may be facing soon, it's one to start thinking about today.

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Effective Negotiations May Sometimes Mean Staying with it even after You've Lost

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