"Some call it 'win-win', some call it collaboration. Alternatives to traditional, price-based, risk averse contract negotiations are the holy grail for many companies. Yet for most organizations, reaching this goal is proving elusive."
"Even if they don't recognize it or acknowledge it, one-dimensional negotiators are actually playing in a 3-D world, and they often pay a steep price for their very limited approach. They, or the people whom they represent, are the losers."