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

Part III: It’s a Negotiation, Not a Surrender

You’ve learned about the rise of procurement and the tricks these folks play. Then you explored some of the basic tactics to prepare and play the game of negotiation. Part II, “Eight Knock-’em-Dead Scenarios for Winning the Game,” discussed the four primary agendas customers exhibit when purchasing from suppliers. A critical factor is whether you have a relationship with the decision maker that puts you in one of eight specific selling scenarios. Each scenario has a different set of tactics to employ to ensure that you are doing the right thing for your firm and the real customer.

Part III focuses on two aspects of Backbone. It first describes some proven advanced negotiating tactics. This levels ...