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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Buy and Sell Negotiations

In negotiating during buy and sell situations:

  • Focus on value not on price.

  • Develop the full value proposition (see Figure 11.8).

    Figure 11.8. Value Proposition Pyramid

How would I define the human and behavior impacts (HABI) to enhance the value proposition?

  • Continue to develop a broad-based customer relationship.

Who are the people in your customer’s or vendor’s organization who you could enlist to build a stronger bond between your organizations?

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