Download or read book Negotiating with Backbone written by Reed K. Holden and published by Financial Times/Prentice Hall. This book was released on 2016 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If you sell B2B (or lead a B2B sales organization), you're facing a brutal, profit-draining force that threatens your very survival: the procurement department. In Negotiating with Backbone, world-renowned pricing strategist Dr. Reed K. Holden offers a complete plan for 're-leveling' the playing field, restoring your pricing power, fighting back against ruthless procurement organizations - and winning! Holden reviews how customer buyer behaviors and the procurement function have permanently transformed the sales process and why 'conventional' selling is getting even tougher. Next, he shows how to systematically anticipate and respond to each of procurement's most sophisticated traps, gambits, and tricks. Negotiating with Backbone brings together actionable best practices for strengthening customer relationships and selling with tangible value, despite procurement's interference... negotiating far more effectively with 'economic buyers' of all kinds... fixing pricing mistakes you've already made... giving sales teams all the tools and insights they now need to succeed!"--Publisher description.