3 so far
Negotiation
Dealing With Procurement in B2B Deals
What procurement teams are measured on, how to prepare before you are handed over, and how to protect your price once the deal leaves your champion.
Negotiation
When and How to Walk Away From a Deal
How to tell the difference between a slow deal and a bad one, and the words to use when you decide to step away without burning the relationship.
Negotiation
How to Negotiate Without Discounting
Practical ways to hold your price in a negotiation: trade instead of concede, change the scope, and use words that keep a deal alive without cutting the fee.