Summary of B2B Street Fighting

Three Counterpunches to: "I Can Get the Same Thing Cheaper"

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B2B Street Fighting book summary
Plan your negotiations with care, and you can predict 97% of what the other side will say or do.


7 Overall

8 Applicability

7 Innovation

7 Style


Brian Dietmeyer, author of Strategic Negotiation, routinely writes, lectures, consults and conducts workshops on negotiation. Dietmeyer teaches you how to adopt a street fighter’s stance in a business-to-business (B2B) sales negotiation, counterpunching effectively when the buyer pounds away at you on price. Using Dietmeyer’s proven, data-based approach, you can move negotiation discussions away from price – where the buyer wants it to be – to your preferred boxing ring – value. getAbstract recommends this intelligent approach to B2B sales reps and to those who must negotiate with tough-minded buyers, winner-take-all procurement officers and savvy sourcing executives.

In this summary, you will learn

  • What the latest business-to-business (B2B) negotiating trends are,
  • How to get the best possible B2B deal during a negotiation and
  • How to use the “three counterpunches” to move the buyer from price to value.


Buyers Are Tougher Than Ever
Negotiating a business-to-business (B2B) sales deal was never easy, but it’s even more challenging in hard economic times. Buyers were tough before; now they’re ruthless. Nevertheless, with a street-fighting approach, you can counterpunch against price barricades...
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About the Author

Brian Dietmeyer, author of Strategic Negotiation, is the CEO of Think! Inc., a consulting firm that trains salespeople on negotiation techniques.

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