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When Valued Customers Apply Pressure—Just Negotiate
What do you do when large and longtime customers pressure you to drop your price, or try to take advantage of your valuable relationship for other short-term, shortsighted gains? More importantly, how do you set up a working relationship that provides value for all?
The conventional wisdom is that we sell on value and negotiate on price—even though that strategy conditions customers to use manipulative buying tactics rather than build mutually beneficial strategic relationships.
To solve the problem, ThoughtBridge has created the next generation of its highly regarded ICON Negotiation Framework and 3D Negotiation Strategy. In a new, two-day Just Negotiate workshop, sales people increase their effectiveness at starting, sustaining, and repairing critical business relationships. Program materials and tools link to a new, self-paced negotiating Fieldbook that can be used as either pre-work or as part of comprehensive program follow-up.
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