Insights: White Papers, Research Studies, Books

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Negotiating is one of the most fundamental, and important, responsibilities of sourcing and sales ...

Recent research finds investments in supplier relationship management (SRM) at a majority of ...

Originally published in 2019 on Mandel Communications' blog.

by Douglas Stone, Bruce Patton and Sheila Heen

Procurement groups have played a key role in meeting their companies’ ambitious cost-cutting ...

Companies try all kinds of ways to improve collaboration among different parts of the organization: ...

Originally published in 2019 on Mandel Communications' blog.

In 2010, Jeff Weiss and Jonathan Hughes, together with Major Aram Donigian, published an article in ...

Why do so many business deals that look good on paper end up in tatters once they're put into ...

by Roger Fisher, William L. Ury, and Bruce Patton

This companion volume to the best-seller Getting to YES is an easy-to-use workbook, designed to ...

Negotiating may seem scary or unpleasant: You may worry that you may not have the right skills to ...

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