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How can a tool for managing emotions during negotiations also help retain valued employees amidst ...

“The best tool in the negotiator’s toolbox is the question mark. And all too often, it’s the least ...

Negotiation is an essential skill for strategic account managers. Originally presented at the 2020 ...

Whether we are drafting a proposal from our home office, firing off a quick response on our ...

Published in the Harvard Business Review's July/August 2020 issue.

The Vantage Partners Customer-Supplier Negotiation Study is a global benchmarking study comprising ...

It’s often not easy to “get to yes,” particularly given the pace of business and the structure of ...

Many deals that look good on paper never materialize into value-creating endeavors. Often, the ...

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

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

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