Latest Posts
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Influencing: How effective are you?
The ability to influence others is a fundamental skill for you as a business professional, as it determines your impact and success. But what factors are at play when measuring influence effectiveness? According to research, your influence effectiveness boils down to four critical elements — each one reinforcing and amplifying the others when used well:
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Who pays the price when new tariffs hit?
In international supply contracts, the answer isn’t always clear.With recent tariff shocks shaking global trade, many companies are asking: ➡️ Who bears the cost under existing agreements? ➡️ Can we renegotiate terms—or are we stuck? ➡️ What if we want to future-proof new deals? The fine print matters. Incoterms®, hardship clauses, force majeure… they’re not
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Book Spotlight: “Pathways to Change”
In “Pathways to Change: Case Studies of Strategic Negotiations” Cutcher-Gershenfeld, McKersie, and Walton unpack how negotiations unfold within complex organizational contexts—especially in labor-management disputes. Through detailed case studies, they illustrate how different strategic approaches shape negotiation success or failure. Key Insights for Practitioners: In our own negotiation experience, we’ve repeatedly seen these insights proven true.