Checklist
We have never faced so many unpredictable parameters changing at the same, leading to customer conversations being tougher than ever before. Negotiation, like the game of chess, is a matter of making a move and anticipating the next move of your customer.
The balance of power in any negotiation is in the minds of both the buyer and the seller and can come from several sources. Conducting an analysis of your strengths and the risks the customer faces may reveal that you have more power than you think.
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