May 2012
Intermediate to advanced
208 pages
4h 15m
English
book
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
by Reed K. Holden
Content preview from Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and ValueBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
8. Negotiating with Poker Players
Poker players are value- or relationship-buyers in price buyer disguise. Their intent in acting like a price buyer is to force the negotiation into a bluffing situation that will benefit the buyer at the expense of the seller. Poker players are tricky. They are as much in it for the game as for the discounts they aim to extract. They dress up as price buyers to get the preferred vendor to drop price. They block access to the decision maker. Poker players want endless discounts and hope you will give in. Since the Great Recession these buyers have become even more prevalent. Companies are working hard to cut costs, so why not demand more from vendors? The poker playing is generally handled by procurement. Many ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.