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When we teach people to be more effective negotiators, we tend to focus on our Three Ps – Preparation, Probing and Proposing. Perhaps even more important than these threeskills is being a good listener. This area is often neglected because few people think that there is skill in listening, and even more believe it is […]

Negotiations deadlock for many reasons. When both sides refuse to budge, it’s time to be creative. Here are some guidelines to get the other side talking again: • Start Over. When Ronald Reagan and Mikhail Gorbachev deadlocked during arms talks, Reagan reached across the table and said, “Hello, Mikhail, my name is Ron, and I

As the reverse auction increases in popularity as a way for buyers to drive vendor costs down, more suppliers are choosing not to participate in them. Suppliers are resisting the pressure to reduce profitability and commoditize their products and services. However, a strategy to avoid reverse auctions is not the best or only way to

A reverse auction (also called procurement auction, e-auction, sourcing event, e-sourcing or eRA) is a tool used in business-to-business procurement. It is a type of auction in which the role of the buyer and seller are reversed, with the primary objective to drive purchase prices downward. In an ordinary auction (also known as a forward

According to the latest annual report by Training Magazine, U.S. organizations spent $58.5 billion for training (including payroll and training budgets) with $16.3 billion spent on external learning products and services. While growth in the training industry tailed off (6% growth versus 7% in 2006), staffing and training budgets increased by 4.8%. Breaking it down

Common sense dictates that if we can control our emotions when confronted with a difficult situation, we will achieve better results. We have all seen how police officers are trained to remain calm in the face of angry, belligerent suspects. We admire the basketball player who coolly sinks the winning free throws while the student