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Getting the Sale without Killing Your Margin

17 June, 2013 | (01 hr)

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Drawing from his recent Harvard Business Review article, “Extreme Negotiations”, Jeff Weiss, Sales Effectiveness Practice Leader at Vantage Partners, will share lessons learned and strategies developed from over 25 years of assisting F500/G1000 sales organizations in dramatically improving negotiated results and profit margins. He will also draw analogies to difficult negotiations faced today by our military leaders and how they effectively manage extreme negotiation situations.

In viewing, participants will:

  • Avoid common traps and misconceptions about negotiations (e.g., meeting in the middle, assuming the amount of value on the table is fixed, or that protecting the relationship and getting a good deal are mutually exclusive)
  • Diagnose and counter hard bargainer tactics
  • Successfully implement game-changing measures at the table 
  • Effectively change the balance of power and influence in negotiations before the conversation even starts

Audience: Senior sales and marketing executives


Jeff Weiss

Jeff Weiss
Vantage Partners

Jeff Weiss is a partner at Vantage Partners where he leads the Sales Effectiveness consulting practice. Jeff has 25 plus years of experience consulting to Vantage's F500/G1000 clients, helping them to define their Go-To-Market strategies; grow their top accounts through developing more strategic ...Full Bio

Christine Hess

Christine Hess (Moderator)
Program Director
The Conference Board

Christine is a marketing and business strategy researcher and conference producer. She is currently the program director for a number of Conference Board conferences and councils. While on staff at The conference Board, Christine was a director of international programs, responsible for the Asia ...Full Bio

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