What Cards Have You Been Dealt?

| travisumpleby |
Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game.  Many salespeople make the common mistake of taking the first card they are dealt in a negotiation.  This is one of the biggest tr…
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The Imperative for Understanding Buyer Behavior

| Emily Macaulay | ,
In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be…
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The Downward Effect of Pricing Technology

| Holden Advisors |
Recently, I had an interesting conversation with the VP of Pricing for a $15B manufacturing company. The primary topic of our discussion was the implementation of a pricing technology system that would suggest target prices based on benchmark deal…
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Bullies and Backbone

| Reed Holden | ,
Recently, we’ve seen a number of negotiators get taken to the cleaners in business and politics when they just didn’t know how to deal with a bully. You know who they are: they yell and scream at you, pounding the table throughout the process. Thi…
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