Take a quick poll: [poll id=”10″] I used to play a lot of golf and somewhere along the way I decided I was good enough (I wasn’t) to give lessons. I also wrote this, which I’ve never shared on this blog and think that it actually is a…
My 10-year-old supposed “luxury” car is in the shop and I ended up having to rent a car. I don’t know the last time you rented a car but I found the experience to be terrifying and that’s not an exaggeration. I almost turned around to ask for an older car that I…
Once again, you are probably NOT going to like my answer – it depends! I recently read an article in HBR “Research: Being Nice in a Negotiation Can Backfire” which provides some research that demonstrates that being nice in a negotiation will yield sub-optimal results. The article defines “nice” as being…
I just got off the phone with a client who had been a CPO and now has assumed major P&L responsibility. We love hearing about alumni who have achieved great success (and he admitted that he still uses what he learned from TMG which is great for our ego). But…
“Hugely successful Value Driver based negotiation on a $150 M spend in the very complex and critical category of Engineering Services (for one of the largest Utilities). Sourcing team not only exceeded savings targets but also enhanced the credibility and reputation of the sourcing organization by insisting on…
