Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value? Negotiators...
When is the last time that you sat down to think about your goals for an upcoming negotiation? If you are like many others, you have not considered this question beyond thinking about price. There is much more to setting negotiation goals than hitting a certain price...
There is an urgent problem facing many companies: Deflation, the devaluing of goods and services as demand shrivels up. For the past 5 years that I’ve been teaching and coaching negotiation skills, my clients have been faced with pressure to reduce prices. Folks, this...
