by Scott Tappan | May 13, 2026 | Negotiating
Everyone in sales is “doing AI” right now. It’s a checkbox. Teams are trying tools. Reps are using ChatGPT here and there. Leaders are talking about it. Someone on your team probably sent a “top 10 prompts” doc last week. Everyone nodded. Then went back to doing...
by Scott Tappan | Jan 24, 2026 | Negotiating
Many leaders walk away from negotiations believing they’ve secured a win — favorable terms, maximum value, and a signed agreement. On the surface, it looks like success. But in practice, this approach often leads to lower long-term revenue, weaker partnerships, and...
