Negotiations happen daily in organizations, whether to allocate limited resources to teams or to make deals with clients, distributors, or suppliers. Negotiations are a way for parties to get what ...

A lot of sales leaders tout the value of a “win-win” strategy, but top sales performers don’t follow that mantra, according to new research from the RAIN Group, a global sales training company.

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, ...