Extreme Negotiations: Getting the Sale without Killing Your Margin

Drawing from his recent Harvard Business Review article, “Extreme Negotiations,” Jeff Weiss, Sales Effectiveness Practice Leader at Vantage Partners, will share how sales executives can successfully “change the game” when dealing with aggressive buyers. Jeff will share insight learned and strategies developed over more than 25 years of assisting Fortune 500/Global 1000 sales organizations in dramatically improving negotiated results and profit margins. He will also draw analogies to difficult negotiations faced today by our military leaders and how they effectively manage extreme negotiation situations.

• Learn how to avoid common traps and misconceptions about negotiations.
• Discover ways to diagnose and counter hard-bargainer tactics.
• Hear how to successfully implement game-changing measures at the table.
• Find out how to effectively change the balance of power and influence in negotiations before the conversation even starts.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speaker: Jeff Weiss, Partner, Vantage Partners