Updated: 4 Aug 2017
Sales Negotiation Training
Close more deals at higher Revenue & Margins. Tool-sets to keep control.
"The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business Managers
How Microsoft Outnegotiated Netscape in the Browser War
Microsoft won negotiations with AOL competing against the browser market leader Netscape by getting the best out of their marketing resources.
Business Negotiation Metaphors
Metaphors can provide insightful clues into how a negotiator might view the business negotiation. Through examining this article's examples, we're able to gain further insights
How NOT to Negotiate in China
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".