Is Your Product Really a Commodity?

| Adele Mclean | ,
Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how you can get out from under the negotiation tactic “cry commodity” to avoid the commodity trap.
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A tale of two

| Pete Morelli | , ,
Celebrating 10 Years of Pricing with Confidence (video 7 of 11).
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A Pricing Buzz Saw is Not Exclusive to Procurement: Expect Aggressive Negotiation Tactics from All Angles

| Holden Advisors |
In our book Negotiating with Backbone, Reed Holden describes strategies and tactics designed to combat the Procurement Pricing Buzz Saw. The situation was described well in a white paper by Reed Holden Selling to Procurement: The New Normal.  I st…
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