American Red Cross Integrates ICON Framework for Negotiation Success Business Issue The American Red Cross (ARC) incorporated Accordence's ICON Framework into their approach to negotiation for their contracts to supply blood products to health systems. In the past, these contract negotiations challenged the ARC to maintain effective working relationships while making changes to pricing structure for their products or to contract language. ARC national leaders sought to equip account managers and regional CEOs with skills to enhance both their working relationships and contract terms with an eye toward measurable, lasting, win-win results. Following her training, Becki Blake, a Regional Account Manager in the North Central Region, applied the ICON Framework to her renegotiation with the lar

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