Sample Chapters of B2B Street Fighting
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: "I can get the same thing cheaper."
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
Reviews of B2B Street Fighting:
Some books contain value because they raise your awareness and for others the value is the hard content. In this case, both values are present. --Amazon Top 50 Reviewer, Charles Ashbacker
I highly recommend this book to anyone seeking a proactive and repeatable approach to successful business-to-business negotiation. This author uses a direct and straight to the point framework. --Blog Business World, Wayne Hurlbert
The discussion around the value proposition alone is worth 100 times the cost of the book. --SellingPower Magazine, Gerhard Gschwandtner
Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation.
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