Uncover the sales negotiation fundamentals that are most often overlooked and misunderstood by salespeople, including both positional (win-lose) and principled (win-win) negotiation styles. You’ll also learn how to defend against the six most advanced procurement tactics that you may not even realize you are coming up against, such as:

1. Best-of-the-Best Pricing
2. Reverse Auctions and eBids
3. Limited Authority
4. Discomfort
5. Nibbling
6. Reopening