”The bitterness of poor quality remains long after the sweetness of low prices is forgotten”
“The sweetness of good quality remains long after we negotiated the right price for both parties”
Negotiate your way to success
The cost of negotiating an average B2B contract is USD 16.800. The annual cost of negotiating contracts in larger corporations is USD 1, 26 billion! 8.2 billion B2B contracts are signed every year. At least 50% of the B2B contracts require negotiation to close! Up to 42% of the potential values are lost!
I think we can agree there is a need to improve our negotiation knowledge!
Negotiation is a psychological game between individuals. To be efficient, you must know the rules of the game. Unfortunately, negotiations often devolve into fights, with winners and losers. One negotiator assumes his counterpart’s interests are in conflict with his own. Disagreements and even hostilities arise as a result, leading to deadlocked situations and ruined relationships.
On the other hand, good negotiations turn everyone into a winner. Cooperation leads to better results and stronger lasting relationships. The energies of both sides are combined to make the pie much larger before it is divided.
This book presents you with a wealth of down-to-earth advice, illustrated with examples from actual negotiation situations, both internal and external. Every principle presented is based on real-world negotiating experience, combined with reflections on trust, behavioral economics and decision making.
Learned well and followed closely, the advice in this book could make you even more effective and efficient in practicing the noble art of negotiation.
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