B2B Street Fighting Blog

two ways to create value in business negotiations

Posted by Marie Dudek Brown on Tue, Jul 31, 2012 @ 10:42 AM

Begin with a goal to "create joint value and divide it given concerns for fairness in the ongoing relationship."  There are numerous small steps involved in attaining this goal, including estimations of the consequences to both sides of not reaching agreement (CNA) and estimations of items each side is interested in including in the deal.  All of this work done so far has been engineered to bring you to this point -- the point at which you can actually begin to create value.  You create value in two ways.

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Tags: business negotiations

breakthrough selling strategies: leveraging patterns in negotiation

Posted by Marie Dudek Brown on Mon, Jul 23, 2012 @ 12:04 PM

Sales & Marketing Management magazine and their community for networking and peak performance, SMM Connect,  announce a new webinar:

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Tags: business negotiations, webinars

gaining a competitive advantage

Posted by Marie Dudek Brown on Thu, Jul 19, 2012 @ 10:13 AM

The marketplace is flooded with aggressive, professional buyers, competitors are behaving more irrationally and giving away value, and there are fewer opportunities to make deals.  Plus, the deals that are made are longer term.  In the face of this, sellers report reasonable sophistication on sales strategy and process as well as account-specific sales strategy and process.  But they have virtually no negotiation strategy and process. 

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Tags: business negotiations

3 rules to creating value in b2b negotiation

Posted by Marie Dudek Brown on Mon, Jul 16, 2012 @ 11:48 AM

Keep in mind three rules in regard to creating value in a business negotiation.  The first concerns the meaning of value itself, which is expressed as Value = Benefit - Cost.  We've all heard about sales processes that are supposed to add value but hardly ever succeed in creating real, measurable business value.  A process does succeed when it enables you to add "hard" value (value you can measure) rather than "soft" value.  If you can't put a potential trade through the equation above, you're not creating value.

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Tags: business negotiations

business negotiation: your deals tell the market who you are

Posted by Marie Dudek Brown on Tue, Jul 10, 2012 @ 10:19 AM

One impediment to negotiating success comes from a disconnect between account management and opportunity management processes.  When properly integrated, these processes ensure that selling fundamentals (e.g., identification of key buying influences, the role played by buyers and value solutions for the client's business problems) are more consistently executed.

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Tags: business negotiations

leveraging patterns in business negotiation

Posted by Marie Dudek on Wed, Jun 13, 2012 @ 02:11 PM

Have you ever recognized any patterns when you are negotiating business deals?  Negotiation has long been thought of as a soft skill or a set of counter tactics in response to a random tactic from the other side. Over the last 15 years this myth has been disproved.

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Tags: business negotiations, brian dietmeyer, webinars

negotiation training: important considerations for trading

Posted by Marie Dudek Brown on Tue, Jun 05, 2012 @ 04:33 PM

It's key to remember there are multiple people on your side of the deal and multiple influencers on the customer's side of the deal, all of whom have trading items of interest.  Rarely do they have all the trade data handy in one place.  By thinking through many of the deal items in advance, you can literally take proactive control of the business negotiation.  Even if you're only 50% to 60% accurate, you still will likely have more data than your customers or competitors.

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Tags: business negotiations

getting results from business negotiation training

Posted by Marie Dudek Brown on Mon, May 21, 2012 @ 12:45 PM

There is no easy solution to the complexities of a business-to-business deal. But in an economy that demands greater revenues year after year, there is tremendous room for growth for organizations willing to rethink and redefine how they approach negotiation

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Tags: business negotiations

reactive business negotiation hurts margins and brand equity

Posted by Marie Dudek Brown on Wed, May 02, 2012 @ 03:29 PM

Are you feeling the pain? Many of you told us you were in a recent survey conducted with the Strategic Account Management Association.  Ninety percent of you are facing more professional buyers who are more aggressive then ever, and you're saying there's more at stake, too:  deals are fewer, bigger, more complex and longer term.

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Tags: business negotiations, affiliations

business negotiation tips and tactics

Posted by Marie Dudek Brown on Wed, Apr 18, 2012 @ 09:24 AM

Business negotiation has been made more complex than it needs to be, and that's far worse than confusing - it's disempowering. What keeps the deal afloat or makes it sink isn't pulling one perfect response out of a arsenal of a dozen, two dozen or 200 negotiation tactics. It has nothing to do with whether the person sitting on the other side of the table is the strong, silent type, a motor mouth, obsessive compulsive or ADHD.

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Tags: business negotiations

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The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

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