Much has changed in the business-to-business sales negotiating landscape since the publication of Negotiating with Backbone in 2012. Simply put, sales leaders are still being overwhelmed. This second edition levels the playing field. In the past three years, procurement professionals have moved forward in how they evaluate and select vendors. At the same time, some selling organizations have moved aggressively to blunt the procurement price buzz saw.

Procurement has been busy during the past three years identifying ever more creative tactics to extract concessions and discounts from vendors. Global procurement organizations have developed highly sophisticated models and analytics that allow them to understand the cost structures ...

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