If you search “negotiating” in Google, there are over 52 million possible items to read.  Next, enter “The art of negotiating in business to business sales”, and there are still ~5 million items.

What’s the point!? You can spin your head when trying to understand strategy and tactics to negotiating in a business to business situation.

This is the first in a series of articles on negotiating at the beginning, throughout a buying cycle and the end of a buy/sell cycle. Before reading this article and future articles it is worth reviewing the definition of negotiating and negotiating to a win-win. Continue reading →