Over the past year, I have noticed an increase in “scorched earth” negotiating tactics. These are tactics which move beyond “going kamikaze” that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to…
Do you deliver value that is not captured in price? Do you provide services that are under-appreciated by your customers? If you answered “yes,” you have lots of good company. We constantly see organizations miss the potential to capture value bec…
Automakers are very happy with their September results as sales hit their briskest monthly pace in a year.1 Along with higher fleet sales and replacements for vehicles damaged by recent hurricanes, Labor Day discounts are touted as a reason for ce…
We’ve had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn’t.
