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Vantage Enterprise Learning
"Want Collaboration? Accept - and Actively Manage - Conflict" chosen to be included in Harvard Business Review's Spring 2014 OnPoint collection. Learn More
Check out the latest Q&A with the authors of "Extreme Negotiations."Learn More
View the January 15, 2014 ASAP sponsored webinar, "Alliance Capability - The Critical Elements of Organizational Capability and how to Build Them," presented by Laura Visioni.
View the October 8, 2013 Selling Power sponsored webinar, "Managing Difficult Customer Interactions", presented by Elizabeth Rayer and Bruce Patton.
Join the June 17, 2013 TCB sponsored webinar, "Extreme Negotiations: Getting the Sale without Killing Your Margin," presented by Jeff Weiss.
Getting into procurement's shoes and developing skills in negotiating with them are essential competencies for every sales professional working in the current environment. In this article, we address some of the key challenges sales people face most often when working with procurement, followed by some advice based on over 20 years of consulting to both sales and procurement organizations.
The global annual spend on complex professional services (covering a broad variety of services, including accounting, advertising and marketing, architecture and design, clinical research, consulting, engineering, financial advisory, legal, and tax) is now in excess of $1.5trn.
For companies that sell their products to other businesses at negotiated prices, a product launch calls for careful decision making about how to set initial pricing and manage the subsequent negotiations for discounts. In this piece, we provide an overview to some important strategic themes about negotiated product pricing which are too often overlooked, just to get you thinking.
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