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Vantage Enterprise Learning
HBR Guide to Negotiating eBook by Jeff Weiss.
"How to Negotiate Better" Podcast by Jeff Weiss.
Vantage's Pricing Study highlighted in HBR's January 2015 Issue
In this interview, Scott Paull, recently retired Chief Procurement Officer at KLA-Tencor, talks with Vantage Partners about his tenure at KLA, including the most significant challenges he faced, and lessons he learned in addressing them.
Executing a partner-dependent strategy is fraught with significant challenges. To overcome them, an organization must expand its alliance management capabilities beyond the Alliance Management function.
Our recent research reveals that nearly 60% of companies grant price exceptions at least half of the time and a full quarter of companies almost always grant exceptions. In our study, The Value of Pricing Discipline, we provide five key steps to combat a legacy of discounting.
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