When You Need a Consistent Approach for Deals Business Issue Vice Presidents at one of the foremost global IT consulting firms brought us their negotiation challenges and a goal of implementing a consistent negotiation approach for the firm's entire consulting staff. The firm had undergone an international merger, and these VPs identified negotiation as a core competency for the new organization. The firm's consultants negotiated complex deals in the face of stiff competition for a wide variety of services; they faced the challenge of a worsening economy and industry-wide changes. Price cutting by the competition and customer pressure to reduce costs triggered a need to focus on value. The VPs determined that the firm's skills and professional development in negotiation were hampered by th

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