Sales Negotiation: Pushing Back Against Post-Pandemic Procurement Pressure
White Paper by Imparta

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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

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