Turning Negotiation into a Corporate Capability

Every company today exists in a complex web of relationships, and the shape of that web is formed, one thread at a time, through negotiations. Purchasing and outsourcing contracts are negotiated with suppliers. Marketing arrangements are negotiated with domestic and foreign distributors. The contents of product and service bundles are negotiated with customers. Product development packs are negotiated with joint venture partners. It’s difficult to think of any business initiative that does not require some form of negotiation.

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Negotiation Strategy & Tactics