The Negotiation Rottweiler - should we beat up our suppliers or collaborate with them?

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Jonathan O’Brien seeks to answer this ‘of the moment’ question as companies increasingly find their negotiation practices either ineffective, or being called into question as unethical. He also explores why companies default to conflictual negotiation practice, and when and how to use more collaborative approaches.

The Negotiation Rottweiler - should we beat up our suppliers or collaborate with them?