Articles: Sales

The data collection and application skills Think! teaches are part of a research-based process grounded in the way real people conduct real negotiations. Read our articles based on this original research to find out more about the why negotiation needs to be redefined and how to go about doing just that within your own organization.. 

Enable Your Growth Strategy (17 pages)

Evolution of Sales and Negotiation (20 pages)

Negotiating Myths (14 pages)

Redefining Negotiation: Driving Adoption and ROI (4 pages)

Value Blueprint App for Sales (7 pages)

Speaking the Language of Procurement (13 pages)

ARTICLES: CASE HISTORIES

When it comes right down to it, you don't want stories about how negotiation training improved my salesforce, or to know that lots of smiley faces are appearing on the post-workshop evaluations. You want hard facts.  And here they are - all in one place.  Proven business results at five organizations:

Dun & Bradstreet Denmark Case Study (7 pages)
IBI Case Study (5 pages)
Livingston Case Study (5 pages)
Nalco Case Study (8 pages)
Ryder Case Study (5 pages)

ARTICLES: PROCUREMENT

Think! has also redefined negotiation on the procurement side. With more than 50 plus years of experience on both the buy and sell sides of deals, we offer holistic thinking and analysis based on multiple internal customer needs on both the buy and sell sides.  This section specifically focuses on our negotiation research related to buyers.

Buyer Diagnostic Overview (12 pages)
Redefining Procurement Negotiation (4 pages)
Single Source (2 pages)
Value Blueprint App for Buyers (11 pages)

Speaking the Language of Procurement (13 pages)

BLOG: B2B STREET FIGHTING

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Negotiation Blueprinting

An overview of Negotiation Blueprinting.


Photos

Brian Dietmeyer, author of Strategic Negotiation and B2B Street Fighting.

24/7 Media Contact: Marie Dudek Brown 773.620.8605