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List Your Information Needs

Posted February 3rd, 2010

In her recent FT.com column, Memory doesn't matter when you have the net, Lucy Kellaway humorously recounts recent memory lapses and multi-tasking failures.

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Your Reputation: Hard to Build, Easy to Harm

Posted January 27th, 2010

In light of Toyota's unprecedented decision to recall and stop selling eight car models, this New York Times excerpt caught my attention: "In its drive to become No. 1 in worldwide sales, Toyota may have left its reputation vulnerable."

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Know What the Other Hand is Doing

Posted January 20th, 2010

In December, GE CEO Jeffrey Immelt disclosed NBC would lose an estimated $200 million on the Winter Olympics.

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Google’s Threat

Posted January 13th, 2010

Google announced yesterday it was seeking permission from the Chinese government to operate an unfiltered search engine.

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To Compete or Problem-Solve?

Posted January 6th, 2010

A friend recently purchased a used car "as is" for around $5,000 from a dealer. About 45 days later the transmission tanked.

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The Power in Numbers Ploy

Posted December 30th, 2009

In a Forbes.com article last week, Jerry Kennelly, a 30-year Silicon Valley veteran, described a negotiation he was involved in while at Inktomi, one of the first internet search engines, as follows:

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Tiger Woods and the PGA Tour’s TV Deal

Posted December 16th, 2009

The PGA Tour's current television deal with CBS and NBC expires in 2012 and negotiations for a new contract are expected to begin soon.

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Reassess Your Leverage

Posted December 9th, 2009

If you're in purchasing or procurement, how can you reduce your costs, increase your margins, and still ensure the quality of service required from your vendors?

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Create and Implement Negotiation Best Practices

Posted December 2nd, 2009

In her Tuesday New York Times article, "So How's It Going? ," Jennifer Walzer states that she needed "to come up with a better way to track what happens in the office when I'm not there - and even when I am."

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Step in Your Counterparts’ Shoes

Posted November 25th, 2009

In her Monday New York Times article, "Trying to Sell Your Business? Think Like a Buyer," Barbara Taylor asks, "Why is it so difficult for business owners to put themselves in the shoes of a potential buyer?"

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05
If Talks Turn Unpredictable, Use These Three Tips
By Marty Latz
The Arizona Republic

I was surprised. We had developed a strategic negotiation plan and researched and considered a variety of possible reactions to our proposal. Yet his initial approach caught us off guard....
                                                                                      


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