Negotiations can be complicated business. Negotiating with a group can be even more complicated, and you need to know how to use the dynamics to your advantage.
Skyrocketing raw material prices are a true profit killer for many companies... and salespeople are often reluctant to pass on those price increases in fear of damaging customer relationships.
Identity refers to who the leader fundamentally is. Key question is to what extent a leader’s identity allows her/him to behave differently in different contexts.
