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Nalco: return on investment in negotiation
Author: Carrie Welles, partner and vice president of global customer management, Think! Inc., and James Ford, vice president of strategic accounts, Nalco Co.
Velocity Magazine | January 2, 2012
This article explains why Nalco Co. decided to turn a seemingly soft skill -- as negotiation is so often tagged -- into a hard skill, which is defined as a business process that is measurable and repeatable. The company set out to build both key account management and organizational competency that would heighten courage, reduce outcome variance and produce measurable impact one deal at a time.
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