DBIF06.01 - Business to Business Negotiation Example - Negotiation BB Model 3'30''
Abstract: Detecting buyer traps , understanding the levers of power and exchange concessions in
opening a negotiation .
Training points : A good practice example illustrating the the levers of power and buyer pitfalls
Key words : Negotiation, B2B, agreement, commercial buyers, concessions, Doing business in France
Other clips in the Doing business in France series : F16: Negotiate and conclude; (in French)
EN02: Sales in banks;
FR09: B2B Sale (Alcoholic beverages)
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