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Pearson FT Press
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value / Edition 2

Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value / Edition 2

by Reed K. Holden


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Product Details

ISBN-13: 9780134268415
Publisher: Pearson FT Press
Publication date: 10/26/2015
Pages: 208
Sales rank: 698,908
Product dimensions: 6.10(w) x 9.20(h) x 1.00(d)

About the Author

Reed K. Holden, Coach and Founder of Holden Advisors, is a world-class B2B pricing expert who helps clients build go-to-market strategies to drive price leadership, selling backbone, and profitable growth. Dr. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM by implementing strategies to recognize and counter margin-reducing buying tactics. As a change agent, he works with major corporations throughout the world to manage with in outside-in view of the customer. He is an enthusiastic and persuasive advocate for demonstrating customer value and price leadership with companies that need to adapt in highly competitive markets. In 2008 he co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, a top selling pricing book for executives.

Table of Contents

Part 1. The Great Game of Procurement

1. Tough Selling---The New Normal

2. The Tells of the Game

3. The Basics of the Game

4. Understand Your Foundation of Value

Part II. Eight Knock-Em-Dead Scenarios for Winning the Game

5. Develop Give-Get

6. Negotiating with Price Buyers

7. Negotiating with Relationship Buyers

8. Negotiating with Value Buyers

9. Negotiating with Poker Players

Part III. It’s a Negotiation, Not a Surrender

10. Advanced Gamesmanship

11. The Realities of the Game

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