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 ...

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, ...