Brian J. Dietmeyer
B2B Street Fighting
Three Counterpunches to: "I Can Get the Same Thing Cheaper"
Think! Inc., 2011
Sobre o que é?
Plan your negotiations with care, and you can predict 97% of what the other side will say or do.
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.
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