White Paper

24 Pages
  • 24 Pages

Negotiate Value - Model 2 - Know Thy Benefit


Build the first strategic skill of negotiation: Understanding your value drivers

In Model 1 of this 4-part series, you were introduced to price anchoring. This is something that is all around us, and while it's good to be more aware of anchoring what one should really be after is how to defend against it. Our chief defense is the first of two strategic skills in negotiation: understanding what your benefit is. The essential first step to getting more value from negotiating and buying is to become an expert at understanding - and quantifying - what is important to you. This white paper, the second model in a 4-part series, begins with the next lesson of knowing thy benefit.



Jack Quarles

Jack Quarles

Jack Quarles

  • Three-time Amazon #1 bestselling author; winner of three North American Book Awards and the 2018 Independent Press Award for Leadership; books translated into Chinese and Korean
  • Negotiation trainer in Europe and U.S. Trained companies including Harley-Davidson, Safeway, NIH, Tiffany & Co, College Board, Foot Locker, Kimberly-Clark, as well as hundreds of smaller companies
  • As expense management consultant, has saved companies tens of millions of dollars including 7-figure savings in Marketing, Information Products, Software, and Services
  • Negotiated multiple outsourcing projects, leading to cost savings and better performance
  • Co-founded Expense Management company Xigo, sold to Dimension Data
  • Chairman of the Board of Peacemaker Ministries, international nonprofit focused on conflict resolution and litigation avoidance

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