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

Part I: The Great Game of Procurement

The first five chapters of this book focus on the tricks and games procurement people use to drive prices lower during negotiations, and explore how to start mitigating the damage of those negotiations with some basic selling tactics.

Part I describes the dangers of desperation pricing, explains the benefits of applying better game tactics, and introduces you to the four buying behaviors and several of the eight selling scenarios. It also gives you some basic tactics to help you develop more appropriate relationships with customers while preparing you for tough account negotiations. The broad objective of the game, of course, is to avoid discounting so you can better and properly serve the customer while ...