Three Things Not to Do When Negotiating

As this newsletter progresses, the subject of good negotiating skills is going to come up again and again. That is because I so often see people giving away the farm and their first born for no good reason. Many of the suggestions I will make are not original to me. I...

The Contract With a 500-Pound Gorilla

Whatever the size of your company, eventually you will be dealing with a contract with a 500-pound gorilla for the first time – a very large multinational, or just a company that is much larger than your previous clients/ customers. This is a good thing, as it means...