Old school negotiators, whose habits were developed in the dog-eat-dog world of single-issue negotiations, tend to see value only one way: How far can I push my counterpart to give me more of whatever ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

In a business environment fraught with volatility and uncertainty, CPOs and sourcing and supply chain executives confront unprecedented challenges. Companies are reevaluating global supply chains ...