5 Ways Build Bargaining Power in Any Negotiation
Bargaining power is a key factor in determining negotiation outcome.
View ArticleHow Sellers Benefit from a Long Term Relationship Part One
An alert seller can gain most from a long-term relationship if the buyer is not assertive and painstaking in exercising his or her rights.
View ArticleHow Sellers Benefit from Long Term Relationships Part Two
What can buyers do to offset the seller’s advantages? This post offers seven strategies.
View ArticleOpen Information Between Buyers and Sellers in the Age of Partnership
There are structural barriers to negotiation partnerships. You can think of these in terms of openness and penetrability.
View ArticlePartnerships Will Change Selling Part Two
Partnerships are changing the way sellers must sell.
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