You need to upgrade your Flash Player

Please visit Adobe to upgrade


Think! Inc. - business negotiation, redefined

Negotiating Intelligently:
The Problem: Biting the Bullet

Strategic Marketplace Influence vs. Tactical Reactions

It’s the end of the quarter and you really need a strong fi nish to make your numbers. You ask your Eastern region sales rep to move a bit lower than usual on price for this client, perhaps be a bit more fl exible on payment terms, waive the fees for a few value-adds and beef up the service a bit at low cost. It’s just this one deal, after all, and you really need those numbers. What harm can there be in biting the bullet… just this once?
The problem is that your sales force of 400 is located in the U.S., Asia, Europe, and Latin America. Each sales rep closes about 25 deals annually for a total of 10,000 deals per year. Transactions average $10K for a total of $100 million. This bullet biting is happening up to 10,000 times per year, sending inconsistent and confl icting messages to your customers, and equally as important, to your…………..

Request this info.



Respond to this Article

This entry was posted on Wednesday, June 14th, 2006 at 5:26 pm and is filed under articles. 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.