Monthly Archive for: ‘December, 2011’

Define Value, Win Credibility and Respect at the Negotiation Table

Define Value, Win Credibility and Respect at the Negotiation Table with a Few Simple Questions Have you ever heard this from a customer during a discussion? "We’d like an additional 10% discount. If you give this discount to me, we can close the deal." Sellers hear this all the time. More often than not, sellers concede immediately in the interest …

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Shaping Your Value Argument

Shaping Your Value Argument: Know Your Internal Audiences on the Client Side and Close the Deal Relentless and thorough preparation is where negotiators on the vendor side shortchange themselves. It’s a major point of focus during our negotiation training, and one of the most critical aspects of this is considering the various groups of stakeholders across the table that need …

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