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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 y…
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Is elasticity the best tool in your arsenal? Not always

| richardharrington |
When deciding on the price to charge in the market, many companies look to price elasticity— how the volume sold changes with the price charged to work towards what they hope will be a profit maxim…
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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 “cr…
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Don’t sell your products, sell what your products do

| Ellen Quackenbush |
Customers buy your products for a reason—namely, the impact your products have on their business results. If they could get the same results without buying your solution, believe me, they would. Th…
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