Scorched Earth Negotiating

| Reed Holden |
We are all used to the tough negotiators. Be they in procurement or some other part of the firm, these guys push, distort the truth, and apparently do anything to get a lower price – even if it puts their own business at risk.
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You Can Have Too Much Innovation

| Ellen Quackenbush |
Innovation is the key to revenue growth and a healthy stock price, right? Firms with innovative products and services can crush the competition with unique, market-leading offerings that command premium prices and develop an early market lead. So …
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Lessons from the NPR Member Drive

| richardharrington |
As I work, I generally enjoy having music in the background. My favorite local station here in Minneapolis is The Current, a contemporary music station with a more eclectic mix than the local commercial stations. As a service provided by NPR, The …
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Situational Buyer Type: From Value Buyer to Poker Player

| saadshahzad |
When we train people on Negotiating with Backbone, every now and then we get the question, “Can a buyer type change at different times?” The answer we give is, “Yes, it depends on the situation.” Today I want to share a situation I went throu…
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