Win deals without discounting.
I see this every week - reps giving concessions wrong and ending up with worse deals. Here is what the data and top B2B practitioners show works.
BATNA in negotiation explained with research, counterintuitive findings, and a B2B-specific playbook for building, using, and weaponizing your walk-away power.
Procurement is trained. You probably aren't. Here is what shifts the outcome when negotiating with procurement on high-stakes B2B deals.
The folk wisdom says never go first. The data says the opposite. Anchoring in negotiation works, when to use it, and how to defuse it.
Anchoring in negotiation sets the first number that controls every offer after it. Precise numbers win, and here's how to counter it.
Real sales negotiation tactics used by top B2B reps - from the FBI calibrated question to the vendor-of-choice sequence. Exact scripts included.