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Think! Inc. - business negotiation, redefined

Manage Smarter Article - The Bottom Line: Redefining Negotiation

Keep your sales team from getting eaten alive

By Dave Stein, Founder, Chairman & CEO, ES Research Group

- as published in Manage Smarter, the online home of Sales and Marketing Management Magazine

Any sales manager will tell you that negotiation is one of the required skills for success in sales. Yet few salespeople are equipped to go one-on-one with the increasingly experienced and tough corporate buyers and purchasing officers with whom they must negotiate in order to make a sale.

Even some companies that provide guidance for pursuing the most complex sales opportunities not only leave money on the table, but allow the perceived value of their brand to be whittled away during negotiations.

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