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Think! Inc. - business negotiation, redefined

Archive for August, 2010

Using Technology to Combat 97% of Negotiation Tactics
Brian Dietmeyer - August 16th, 2010

There is a commonly held belief that negotiation is a random event; we never know what someone is going to say or do. For the longest time, many individuals negotiating business deals have thought this to be true. It has led to negotiation strategies that involve long lists of tactics, countermeasures, effective responses, interpreting body language and recognizing bluffing techniques. The problem is these tricks and tips cannot be scaled for a global sales force. More importantly… they just don’t work!

The most common verbal negotiation tactic in the world is…




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Blended Deal Planning Solution Case Study
Marie Dudek - August 10th, 2010

Information Builders and Think! Inc. recently partnered in an attempt to reduce the time for salespeople being out of pocket for traditional instructor-led training by 50% and actually improve the quality of the solution morphing away from “training” to 100% live deal focus. 

Participants completed web-based training prior to the instructor-led session, including the completion of a Negotiation Blueprint of their live deal.  When they arrived at the workshop, they were able to concentrate on executing / practicing the strategy built over the web. 

Information Builders’ Senior Vice President of Sales, Monte Roy, states:

“What I liked best about the Think! solution was the 100% focus on live Information Builders opportunities.  We put over 100 negotiations through the process and had immediate impact.  Furthermore, using the blended approach of technology and live consulting, we achieved these results with our sales team only being out of the field one day.”




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