Mark Raffan: Negotiating Lessons from Procurement
Make It Happen Mondays - B2B Sales Talk with John Barrows
Walkaway Lines - What's Your Thought on That?
i like the concept of being willing to walk away, but i think that that's very different than actually walking away. And what a lot of people do is they get wrapped up in the emotion of the deal and don't walk away when they should because they are not clear about what that line in the sand is for them. It's going to be different for everyone, folks, like it's going to been different for each deal. But you need to be veryclear about what that is, because if you don't, that person, if they are a good negotiator that you're negotiating with, will grind you and grind you until they feel like they've gotten to the point right before
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