Build the first strategic skill of negotiation: Understanding your value drivers
In Model 1 of this 4-part series, you were introduced to price anchoring. This is something that is all around us, and while it's good to be more aware of anchoring what one should really be after is how to defend against it. Our chief defense is the first of two strategic skills in negotiation: understanding what your benefit is. The essential first step to getting more value from negotiating and buying is to become an expert at understanding - and quantifying - what is important to you. This white paper, the second model in a 4-part series, begins with the next lesson of knowing thy benefit.
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