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.
Agenda
Faculty
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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