VIDEO BELOW IS A 90-SECOND OVERVIEW OF OVERCOMING NEGOTIATION TACTICS.
Think! Inc. was founded in 1996
AND SINCE THEN WE HAVE CONSULTED ON OVER 20,000 BUSINESS NEGOTIATIONS IN OVER 45 COUNTRIES WITH MANY FORTUNE 100 ORGANIZATIONS.
SINCE OUR INCEPTION OVER TWENTY YEARS AGO
THE MARKET HAS SHIFTED DRAMATICALLY:
Buyers are now digitally enabled and have access to 60-90% more information than sellers (Forrester Research). This information is being leveraged for deeper discounting.
Sustainable competitive advantage is a thing of the past and is now being replaced by a series of short term transient advantages (The End of Competitive Advantage, Rita McGrath, Columbia). Buyers are attempting to leverage commoditization for deeper concessions.
Most sales training approaches used today were developed in the 70’s and 80’s (Forbes). These approaches are no longer relevant as that marketplace no longer exists.
We at Think! Are in a constant and relentless state of innovation to react to, and in fact lead many of these changes to keep our solutions current, relevant and even more effective for negotiators and their organizations.
Our approach is laser focused on the 3 things that actually make a difference in negotiation… and executing them at a world class level.
My long-term colleague, Brian Dietmeyer is a master at taking leading edge ideas in negotiation, developing them and crafting them for the experienced negotiation professional. He combines the best that academia has to offer with real world expertise and a deep appreciation for the current competitive environment. This new book offers unique insights that are relevant as we enter the second generation of the new millennium. While I have had the opportunity to interact with and teach with many negotiation scholars, Brian’s perspective always provides me with new and very unique insight.*
Straus Professor, Harvard Business School
Executive Committee, Harvard’s Program on Negotiation
*Excerpt from foreword of Think! CEO, Brian Dietmeyer's latest book B2B StreetFighting.