Distribution & Channels
49 Negotiation Strategies from a KA Procurement Expert
In the eyes of Roger Dawson, a renowned American negotiation master and advisor to former President Clinton, negotiation is the most profitable activity. Sellers always want to raise prices, while buyers always want to lower them. With costs fixed, profit is determined in this process. In business, negotiation is ubiquitous, and every step is crucial to achieving the ideal outcome. As a good actor is full of drama from the moment they appear on stage, the final result of negotiation is the culmination of mastering every step. Although some steps seem simple, it is precisely the accumulated 'negotiation momentum' from each interconnected step that ensures the negotiation goals are met or even exceeded as expected.
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