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.
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