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Strategic Negotiation: Taking the Pressure Off Price
Author: Karen Fraser, Think! Inc.
Presentation Handout | February 28, 2010
Learn how to stop reacting to buyers' tactics and take the pressure off price by integrating key negotiation concepts which will help you collect critical data, assign values to each deal component and organise your strategy to successfully broaden the conversation well past price. Diagnose the "blueprint" of a negotiation so you can turn in better deals every time, no matter the complexity or circumstances. You will learn: * Find new ways to create measurable value by taking the pressure off of price * Increase confidence in dealing with tough professional buyers * Integrate (3) key concepts early on in the sales process to gain competitive advantage * Develop strategies for dealing with irrational competitive offers * Integrate a common language and process within your strategic account team
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