Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Part I. The Great Game of Procurement

The first eight chapters of the book focus on the tricks procurement people or economic buyers use to get lower prices and how to mitigate the damage of those negotiations. This part describes the dangers of desperation pricing, applying better game tactics, and begins to introduce you to the four buying behaviors and several of the eight selling scenarios. The broad objective of the game, of course, is to avoid discounting so you can serve the customer while protecting your margins.