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StreetSmart: Negotiation Problem #2: Price Pressure
Manage episode 462486041 series 3520711
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In this StreetSmart episode, Brian Dietmeyer talks with Carrie Welles, Vice President and co-founder of Think Ink, about the common negotiation tactic of "I can get the same thing cheaper." They delve into why this tactic is so effective and dangerous, costing companies millions annually, and discuss strategies to combat it effectively. This conversation is crucial for sales professionals and negotiators looking to maintain value and avoid unnecessary discounts in their deals.
Timestamps:
00:16 - Introduction to the episode's topic on negotiation tactics.
00:37 - Discussion on why the "cheaper" tactic is dangerous.
01:57 - First steps to combat the "cheaper" negotiation tactic.
02:03 - Exploring the issue of commoditization in negotiations.
05:00 - Analyzing the consequences of no agreement.
07:36 - Importance of understanding stakeholders in negotiation.
10:45 - Competitive intelligence and its impact on negotiations.
13:50 - Strategies for maintaining commercial terms in negotiations.
16:10 - Closing remarks and preview of the next episode topic.
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