October 2015
Intermediate to advanced
224 pages
4h 11m
English
book
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, Second Edition
by Reed K. Holden
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9. 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 in it as much 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 have spent decades perfecting the methods to get salespeople to 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? Procurement ...
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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.
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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.