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Is Negotiation Dead? - IACCM Thought Leadership Paper

Published: 13 Dec 2018 Average Rating: 4.3 / 5 Print
 

Author: Tim Cummins (IACCM), Chris Halward (RQV Consulting)

Within business, negotiation skills are prized and large amounts are spent on training. Yet in many cases negotiation does not generate anticipated benefits. This paper examines what is going wrong and proposes radically different approaches to handle today's dynamic and volatile market conditions.

 

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