How would you sum up your vendor negotiations today? Are these negotiations bringing you added value, or are they leaving untapped potential on the table? Asking these critical questions can define ...

Discover how a Zone of Possible Agreement (ZOPA) helps negotiators find common ground. Learn how overlapping interests enable successful bargaining outcomes.

At the 19th Annual Ambulatory Surgery Centers Conference in Chicago on Oct. 26, I. Naya Kehayes, MPH, managing principal and CEO of Eveia Health Consulting & Management, discussed issues that are ...

The following article is written by Richard Peters, senior director of product management for Provista. Reducing supply expenses takes costs out of the system permanently and reroutes dollars directly ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

I like to say that I spend most of my life negotiating—and if you consider your own work and life, you just might feel the same. My career has been full of back-and-forth: I sat across tables ...