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.
About the Author
Brian Dietmeyer, author of Strategic Negotiation, is the CEO of Think! Inc., a consulting firm that trains salespeople on negotiation techniques.
Comment on this summary
Contained in Knowledge Pack:
Knowledge PackNegotiating for SalespeopleWhen you sit down to bargain, here`s how to stand up a winner.
Knowledge PackB2B Sales TechniquesLearn the most effective business-to-business sales methods and tactics.
Customers who read this summary also read
Margaret A. Neale and Thomas Z. Lys
Basic Books, 2015
Steve Andersen and Dave Stein