Why Every Company Should be Afraid, Very Afraid Our title is inspired by a recent New York Times article: $1 Billion for Dollar Shave Club: Why Every Company Should Worry In the modern world, companies disappear in a blink of an eye. “Creative destruction” is the name given to technological change that destroys companies and sometimes entire industries. Think of… read more →
Money May Not Be What Really Matters to the Other Side An important part of being a successful negotiator is figuring out what really matters to the other side – which they may not know. The common error is to assume the other side wants money and money alone, when in fact other things may matter more to them.… read more →
Announcement: New Joint Program, “Negotiating with Competitive Advantages” We are pleased to announce our new partnership with Jaynie L. Smith’s company, Smart Advantage Inc. We’ll be working together to present the new program, Negotiating with Competitive Advantages. In this program, sales and marketing professionals will develop their competitive advantages and practice using them to close more deals, more profitably. … read more →
Beware Experts Who Confuse and Conceal On July 18, the World Bank announced it had appointed as its Chief Economist Paul Romer from New York University’s Stern School of Business. Romer has been involved in a nasty fight with eminent economists for his article attacking “mathiness” in economics – a variant on Stephen Colbert’s “truthiness.” In the pages of… read more →
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