In this episode, Brian Dietmeyer talks to Carrie Welles about navigating price pressure in negotiations. They explore effective strategies to de-commoditize offers and handle common negotiation tactics, such as competitors offering lower prices. This insightful discussion is crucial for anyone looking to enhance their negotiation skills and achieve more favorable outcomes by creating and dividing value fairly in business deals.
Timestamps:
00:12 Introduction to the episode's focus on price pressure in negotiations.
01:25 Discussing the importance of de-commoditizing offers to handle price comparisons.
03:30 Benefits of expanding value in negotiations to facilitate easier deal-making.
06:10 Exploring the theory of reciprocity and its impact on negotiations.
09:02 Practical examples and strategies for expanding value in negotiations.
13:43 Importance of preparing sales teams with a catalog of potential trades.
15:50 Preview of the next episode's focus on preparing for common negotiation tactics.
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