How does one transform a sometimes hostile, high stakes negotiation into an empathic process of cooperation? That question has puzzled and frustrated negotiators for decades. A while ago, I sat down for a chat about preparing for high stakes negotiations with Stephen Kozicki, best-selling author, business educator and Australia’s leading specialist in breakthrough business strategies. How he handles high-stakes negotiations will most likely change the way you think about role-play simulation.

By Soren Malmborg

The role of the Account Manager

Many companies speak about their Account Manager (alternatives titles include GAM, SAM, KAM and AD) as a single point of contact. Whilst initially this sounds like a good idea for the company and the customer, on deeper assessment it ...

SAM, Account ManagementPeter Browne5 June 2014Account Management, Harvard Business Review, Prof. Rosabeth Kanter, Customer Perspective, AM, SAM, Strategic Account Management, KAM, Key Account ManagementComment