10 July, 2013 | (01 hr)

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Management of these important customer interactions can impact the robustness of the solution, value of the financial deal, creativity of the terms and conditions, and quality of the resulting relationship between the two companies. Join this discussion on how both to spot areas of value leakage and to ensure that the right negotiation process, tools, skills, and measures are put in place to enable optimal value creation with customers.

Key topics covered in this webcast include:

  • Providing instructions
  • Positioning the negotiation
  • Pre-negotiating
  • Preparing for negotiations
  • Leveraging and aligning internal resources
  • Managing hard bargainer tactics and closing the deal
  • Reviewing negotiations and leveraging lessons learned
  • Managing ongoing relationships

Audience: Marketing and sales 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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