Updated: 13 Nov 2020
‘If-Then’ in Negotiation
'Chinese Negotiations' 'Guanxi'
This instructive negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Sales Training Tips to Avoid Price Discounting
Professional buyers the world over are almost always measured and rewarded on cost savings - not value created. So a sellers' best route to achieving higher prices and margins include:
Ways to rationalize a stalled negotiation
There are several strategies and tactics which an effective negotiator can employ to achieve a satisfactory deal in case of a stalled negotiation.