The issue in negotiations is not about how we deal with senior executives or lawyers, accountants, or technical people. It is about how we deal with competitors, avoiders, compromisers, and so on. And there are many tricks and traps with each one. In this Executive Update, Dr. Sara Cullen looks at five styles that can affect negotiations more than expertise or seniority do.
Executive Update
About The Author
Dr. Sara Cullen is Managing Director of The Cullen Group, a boutique firm offering consulting, publications, and education regarding commercial agreements, a Fellow at the University of Melbourne, and a Research Associate at the London School of Economics. She was former National Partner at Deloitte in Australia, where she ran the outsourcing consulting division and was the Global Thought Leader for outsourcing.
Dr. Cullen specializes in the… Read More
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