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.