Forbes — September 2015

Beyond A Fair Price: Proven Approaches To Buy Value

Article by Kate Vitasek published 14 Sept. 2015 on the Forbes Leadership site.

Many buyers and suppliers are easily frustrated when it comes time to negotiate a fair contract price that preserves and increases value. In fact, it is paradoxical. On one hand the parties discuss value, while on the other hand they bicker about what is fair with conventional tug of war negotiation tactics

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