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Best Practices for Consistently Preparing for a Complex Negotiation (Nalco Company)
Author: James Ford, Nalco Company; Carrie Welles, Think! Inc.
Presentation Handout | May 15, 2011
Most SAMs are adept at implementing a sales process to sell value. The trouble begins when buyers erode that value and focus on price and giveaway pressure. Learn a "negotiation blueprint" structure to systematically manage every deal with better outcomes. Nalco will share best practices using this blueprint with extremely compelling results. Learn how to: * Find ways to create measurable business value by taking pressure off price * Use creative trades to add customer value without adding cost * Prepare multiple options for your customer to maximize your outcome * Apply a structured and process-oriented approach to align your internal negotiation team
Available to SAMA members only
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