Bullies and Backbone

| Reed Holden | ,
Recently, we’ve seen a number of negotiators get taken to the cleaners in business and politics when they just didn’t know how to deal with a bully. You know who they are: they yell and scream at you, pounding the table throughout the process. Thi…
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Is Your Product Really a Commodity?

| Adele Mclean | ,
Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how you can get out from under the negotiation tactic “cry commodity” to avoid the commodity trap.
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A tale of two

| Pete Morelli | , ,
Celebrating 10 Years of Pricing with Confidence (video 7 of 11).
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