Think about it. When you negotiate with another party across the table you are usually negotiating in good faith (hopefully), and you deal primarily with one "point person" for the other side who often has the same authority as you. Within your own organization, on the contrary, you may be dealing and negotiating with numerous stakeholders, many of whom have more authority than you, and some of whom may not support the deal or even want to kill it, i.e., they become the enemy of the deal. And you can't walk away from these people - you have to live with them down the road.
September 20, 2010
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