Insights: White Papers, Research Studies, Books

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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 ...

Every company today exists in a complex web of relationships, and the shape of that web is formed, ...

In November 2010, Jeff Weiss and Jonathan Hughes, along with Major Aram Donigian, published an ...

Organizations increasingly utilize alliances to develop relationships for mutual gain, address ...

(Originally published on the Strategic Account Management Association’s Strategic Accounts blog; ...

Originally published in 2019 on Mandel Communications' blog.

As traditional sources of funding dip, universities are scrambling for the cash to support ...

Over the past few years, customer-centricity has become a hot topic, and with good reason. ...

Change is simultaneously defined and executed at all levels of the enterprise - change management ...

When it comes to contract negotiation, most people are focused on the outcome: Did we get what we ...

The value proposition for cross-selling is simple: combine the power of multiple offerings to ...

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