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Archive for September, 2007

SAMA Velocity article - Wake up to negotiation reality: transform your negotiations and avoid commoditization
Brian Dietmeyer - September 1st, 2007

You’re delusional.  Well, all right, you may not be, but I’m playing the odds.  Too many sales professionals work in a state of negotiation delusion, though the marketplace is trying to shake them awake with ever-increasing commoditization. 

Twenty years ago, keeping customers at any cost may have been acceptable negotiation practice.  However, according to current research…

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