Not just conflict

The secret of change is to focus all of your energy not on fighting the old, but on building the new.
— Socrates

Changing market dynamics make it imperative for negotiators to rewire their approach to the market. There are a few relentless market trend impacting how B2B companies do business. These are long-term, and impact the top and bottom lines of B2B companies around the world.

This article was published in the India Management magazine in October 2016.

Read the article here.