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The global annual spend on complex professional services (covering a broad variety of services, ...

Conflict presents both opportunities as well as costs. While we easily remember the failed ...

Whether sitting at our desks and thoughtfully composing a proposal or standing in line at airport ...

by Bruce Patton We have all experienced tense moments with important customers. Perhaps they are ...

Far too frequently, alliance partners are selected and partnerships managed in a way that is ...

We have all heard it — the structure of today’s organizations drives the need for influence to be ...

by Renee Jansen

Only a few years ago, supplier relationship management (SRM) was generally thought of as a software ...

Alliances often enable companies to do more with less. An alliance avoids expensive acquisitions or ...

This study, conducted in partnership with The Conference Board, Institute for Supply Management ...

The importance of alliances is unquestionable. In a cross-industry study by United Nations ...

This chapter lays out the basic analytic elements of negotiation strategies, uses them to analyze ...

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