TITLE

The Decisions of Negotiation

AUTHOR(S)
Thull, Jeff
PUB. DATE
August 2007
SOURCE
CRM Magazine;Aug2007, Vol. 11 Issue 8, p14
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article recommends a decision process to prevent last-minute conflicts during negotiations. The first decision element revolves around the customer recognizing the value that the marketer's solution could provide. If a customer cannot measure the financial impact of the problem, he or she will not be able to measure the value of the marketer's solution. Both parties will need to define the customer's expectations, the investment cost required to meet or exceed these expectations and the post-solution situation.
ACCESSION #
26051080

 

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