Monthly Archive for: ‘June, 2017’

Further Thoughts on the “Master/Servant” Dynamic in Negotiation

In January I penned this post about the new plateaus of opportunity that open up for both buyers and sellers when we make the mindset shift to becoming a true strategic partner, rather than just a “run and fetch” vendor that recites features and delivers quotes. There is a fundamental problem (one that is not necessarily limited to contract negotiators): …

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