You need to upgrade your Flash Player

Please visit Adobe to upgrade


Think! Inc. - business negotiation, redefined

ITSMA’s article: Combating Commoditization and Upholding Value: Marketing’s Role in Shaping Negotiation Strategy

ITSMA (IT Services Marketing Association) cites Negotiation for Sales Effectiveness research study results in their July 2007 e-zine. 

According to a new research study by the Strategic Account Management Association (SAMA) and Think! Inc., a vast majority (80%) of the 361 study respondents said that “they see mounting irrational competitive behavior, such as competitors drastically lowering prices or giving away services.”  This type of behavior, added Barrett Moore, a negotiation consultant at Think! Inc., is a problem because “giving away value tarnishes brand perception and signals competitors to do the same, lowering margins for everyone.”

To read the rest of this article, click here.

Request this info.



Respond to this Article

This entry was posted on Tuesday, July 10th, 2007 at 9:27 pm and is filed under Expertise, articles, news. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.