B2B Street Fightingthree counterpunches to change the negotiation conversation by Brian J. Dietmeyer


B2B Street Fightingthree counterpunches to change the negotiation conversation
Title : B2B Street Fightingthree counterpunches to change the negotiation conversation
Author :
Rating :
ISBN : -
Language : English
Format Type : Kindle Edition
Number of Pages : 132
Publication : First published March 15, 2011

Learn the 3 no-nonsense negotiation counterpunches to achieve unfair advantage over the competition. Based on six years of research and 14 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its many moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, the book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics. Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.

B2B Street Fightingthree counterpunches to change the negotiation conversation Reviews

  • Richard

    B2B Street Fighting is a book based on techniques that you can use to change the negotiation conversation from the price of products to the value of solutions.

    I found B2B Street Fighting a really easy read. It’s well written, has clear examples of common sales situations, and provides easy to understand advice that can help you improve your own technique for negotiations.

    The book ascertains that negotiation tactics used by buyers are 97% predictable, and so there’s no excuse for not being prepared for them.

    For anyone who finds themselves offering discounts, being beaten up on price, or generally feeling less than comfortable in sales situations and negotiations – I’d recommend this book. It should pay for itself the first time you use one of the techniques to avoid offering a discount to a prospective client.