White Paper

20 Pages
  • 20 Pages

Negotiate Value - Model 3 - Build Better Options


Build the 2nd strategic skill of negotiation: Identifying and developing options.

Ask the two key questions that increase value, and understand cost and technology dynamics that are changing every industry. Recognize the sometimes-subtle differences in solutions, and why selecting the best solution must precede choosing the vendor. Learn to find more options in every purchase by research techniques and by shifting from a product-focus to a problem-focus. This white paper, model three in a 4-part series, includes all of this as well as a review of comparing options and the antidote to scarcity.



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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