Insights

Every year in our Buyer/Seller Survey we ask buyers, “What aspects of your buying process have changed over the last year?” Interestingly, one thing has been dropping over the last few years: the use of RFPs. They have not gone away, but they’re b...

This past week, a rare news headline appeared out of Washington, D.C.: “A Deal With Bipartisan Support.” Before you run off, this post is not a political commentary. Rather, the headline got me thinking about how we create internal alignment in bu...

Negotiation success is information dependent. Nobody ever leaves the negotiating table wishing they had less information. But information is also a scarce commodity among negotiators, especially truthful information.

Worldwide, 3.78 billion people are active users of social media. That’s about 48% of the world’s population. Whether you’re reading your newsfeed on Twitter, catching up with your favorite talking dog on Instagram, or tagging old high school frien...