Strategic Negotiation For Buyers

The Sky’s the Limit! The Art and Science of Real Estate Negotiation addresses a practice that is indispensable to real estate success: negotiation. Negotiation principles and fundamentals affect real estate buyers', sellers', and investors' results. Read this book and be(come) a powerful real estate investor who nets results and dollars. You may also find that your everyday communications improve. The Art and Science of Real Estate Negotiation is the third volume in The Real Estate Investor Manuals. It draws upon the author’s knowledge base and her 20-year experience as a real estate professional and a real estate investor. So why not hone your skills with knowledge and experience captured in this book written by an industry veteran? Topics include: Real estate-specific negotiating. Negotiation principles. The real estate negotiation process. How to establish rapport. Discerning the other party’s motivation. Solve problems. Get results. Negotiation strategies and tactics. Avoiding negotiation traps and pitfalls. And much, much more... Whether you want to be a better negotiator, close more real estate deals, or increase your bottom line, this book is for you! Read it now!

Today, deals are rarely about just one price for one product. There is more complexity in every buy as well as many new opportunities for far better negotiations. This book is written by two people with 50+ years of experience on both the buy and sell sides of deals. The benefit to you as a reader is an understanding of holistic thinking and analysis based on multiple internal customer needs on the buy side and multiple stakeholders on the sales side.

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

Bob Menard's You're the Buyer - You Negotiate It! enlivens the business world with an incisive, humorous, and universally applicable negotiation gem. Most negotiation books only consider the sales side of the equation. Selling is only one part of business - and not the more profitable part! Other works have painted negotiation in esoteric, academic or legal colors. Menard's refreshing approach serves up a feast to an eager market hungry to capitalize on the buyer's profit center potential, even if that profit center is a household budget. This book weaves a seamless fabric of negotiation principles over a framework of proven procurement concepts. Ample examples illustrate and reinforce the book's messages of success. Menard combines his experiences with a knack for simple, effective and straightforward expression. This seminal work synthesizes the business experience and innate skill of a consummate professional with a clear, concise set of rules, principles and guidelines that immediately allow a buyer on any level to successfully implement a change in tactics. He begins by redefining the concept of negotiation from an adversarial "Who can lie cheat and steal the fastest and the most" to more collaborative and mutually productive recognition that the conflict between buyer and seller does not revolve solely around price. Indeed, Menard skillfully demonstrates how to build a negotiation plan around the most important factor in the buy/sell relationship, the Total Cost of Ownership (TCO). Menard places great emphasis on preparation, noting that 90% of the efforts are invested in pursuits such as Price Analysis and Cost Analysis. His chapters on preparation are preludes to the construction of the negotiation strategy. He leaves tactics for last because the strategy dictates the tactics. Menard also includes a handy list of negotiation techniques to avoid.

Since the 1980's industrial buying has gone from getting three quotes and executing a three-part carbon paper Purchase Order typed on an IBM Selectric typewriter, to a sophisticated electronic environment where information is available at the buyer's computer command. With the introduction of ERP systems buyers can now assemble historical buy information, supplier history and performance, develop RFPs, RFQs and enable reverse auctions. Electronically, buyers can exchange offers with suppliers and transmit Purchase Orders via EDI. Procurement is now taught at the undergraduate and graduate levels as part of Supply Chain Management programs at universities around the world. Students emerging from graduate programs are more strategic thinkers and have a much broader understanding of business as ecosystems. Sellers are also getting more sophisticated. By doing online research, they have a much better understanding of their competition and of their company. They can quote from your annual report and cite your CEO's direction for the near future. Through email they may be talking to many other people in the company, selling to the business and bypassing Purchasing like never before. They too, are better educated and sell value-based solutions. Gone are the days of taking buyers to lunch and expecting a purchase order in return. And finally, deals have changed. Today, deals are rarely about just one price for one product. Buyers now find themselves buying products and services that include software, maintenance agreements, training, field service, supplier-managed inventory and a host of other things. Requirements are based on tight forecasts, Sales and Operations Planning (S&OP), and Lean principles. Buys are likely to be international, whether the buyer is purchasing from a local distributor or buying directly from overseas. Internal buying is complicated by currency, culture, communications and global time zones. All of this means more complexity in every buy as well as many new opportunities for far better negotiations. This book is written by two people with 50 plus years of experience on both the buy and sell sides of deals. The benefit to readers is an understanding of holistic thinking and analysis based on multiple internal customer needs on the buy side and multiple stakeholders on the sales side.

With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process -- from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

WINNER: ACA-Bruel 2013 - Special Mention Prize (1st edition) Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon Red Sheet Methodology, the book is a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.