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Procurement and sales teams tend to have a negative view of each other. Salespeople view procurement as the people who take their deals, shave 20% off the top, and subsequently…

Sales prospecting is a complex and often complicated role to play. You have to learn how to connect with people and keep them engaged while convincing them of the usefulness…

Emotional intelligence is the ability to be able to recognize and manage one’s own emotions—and those of others. Those who’ve mastered this skill are able to use the information they…

Arm wrestling is a game where one person wins and another loses, every time. No matter how you play the game, that fact never changes.   But negotiation trainer and…

Every skilled negotiator goes about their craft with a particular style. This is not to infer that they are putting on a persona or facade, but rather that they have…

The negotiations going on between the United States and China here at the outset of 2020 serve as a brilliant example of the power of anchoring in negotiations. President Donald…

By Dana Small, Ms. Category Management When you are in procurement, you’re not just an enemy—you are the enemy to almost everyone involved (or least that’s how it feels). That’s…

No matter the outcome of the negotiations you’re involved in - positive or negative - a vital practice you need to develop is to conduct a post-negotiation assessment. This debrief…

We all believe that we know how to listen, but it’s not true. The truth is that what we call “listening” is only hearing. Hearing is done easily because it’s…

The Waco Branch Davidian siege is one of the most well-known hostage negotiations of all time. Former FBI hostage and crisis negotiator, Gary Noesner, was on the negotiation team at…