 | B2B Street Fighting - Three Counterpunches To Change The Negotiation Conversation By Brian J. Dietmeyer Average customer review:  (6 customer reviews) |
Product Description
Based on six years of research and 14 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation.
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: "I can get the same thing cheaper."
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
- Amazon Sales Rank: #67108 in eBooks
- Published on: 2011-03-15
- Released on: 2011-03-15
- Format: Kindle eBook
- Number of items: 1
Review
Some books contain value because they raise your awareness and for others the value is the hard content. In this case, both values are present. --Amazon Top 50 Reviewer, Charles Ashbacker
I highly recommend this book to anyone seeking a proactive and repeatable approach to successful business-to-business negotiation. This author uses a direct and straight to the point framework. --Blog Business World, Wayne Hurlbert
The discussion around the value proposition alone is worth 100 times the cost of the book. --SellingPower Magazine, Gerhard Gschwandtner
From the Back Cover
SellingPower Magazine names B2B Street Fighting as one of the top ten must-reads of the year! Gerhard Gschwandtner, CEO states that "Ideas grow stale, just like bread. Yet many American Businesses run on processes that are based on stale ideas. That's why the most successful sales organizations are engaged in a relentless pursuit of fresh ideas. Brian Dietmeyer's new book, B2B Street Fighting, is just such a fresh idea. The discussion around the value proposition alone is worth 100 times the cost of the book."
About the Author
Brian Dietmeyer is president, chief executive officer and co-founder of Think! Inc., a global strategic negotiation consultancy. Together with co-founder and business partner, Dr. Max Bazerman, Dietmeyer customizes high ROI negotiation solutions, from custom training workshops to complex organization-wide initiatives, for companies in the business-to-business market. Before Think!, Deitmeyer served as vice president of national account sales for Marriott International, his most recent position during his 17-year tenure with the company. Earlier in his career, Dietmeyer was an ironworker laborer, a dump truck driver and an auto mechanic; none of those skills is current.
Dietmeyer received an undergraduate degree from De Paul University and an MBA from the J.L. Kellogg Graduate School of Management at Northwestern University.
Dietmeyer is a sought-after speaker and columnist, and author of the book Strategic Negotiation. He has served on the board of the Strategic Account Managment Association (SAMA) and chaired the MPI Adult Education Research Foundation. In his spare time, Dietmeyer serves on the board of an at-risk youth theatre company (Free Street Theatre) and donates time to Native American causes (American Indian Center). Dietmeyer is a native of Chicago, Illinois, USA.
Most helpful customer reviews
1 of 1 people found the following review helpful.Surprisingly insightful and useful
By Megan
I read this book then put the concepts into action not entirely sure of what the outcome would be. I have been in sales my entire career and consider myself a fairly savvy & balanced negotiator. I was impressed! I purposely used the blueprint concepts first on a smaller sale and a new customer to 'test' its validity. I successfully increased my sale by $11,000 which I can attribute mostly to the use of Multiple Equal Offers. Then I decided to get serious and use the blueprint on one of my largest accounts. Our 3-year contract was expiring in 6 months and this win was very important to my company. It was worth $1M. I prepared just as Dietmeyer promotes, did my due diligence on what my customer's alternative was (Consequence of No Agreement), then spent a lot of time discussing possible Trades with my internal team. Surprisingly, we came up with quite a few. We prepared (3) Multiple Equal Offers, put titles to them - which were a new concept for my company - then presented them to the customer. I can see why preparing and presenting MEOs takes work and practice as I stumbled a little when presenting them. I should have taken more time to anticipate what the customer was going to come back with. That said, we ended up forming a fourth offer with the customer, one they really liked, AND one that included more products and services for us and more value for them. Our team was able to close the deal with 24% more revenue than we expected going into the negotiation. That was HUGE for us. I highly recommend this book. It is practical, straightforward and for me led to measureable results
1 of 1 people found the following review helpful.How to prepare yourself for the critical B2B negotiations
By Charles Ashbacher
When you are a business representative preparing for a negotiation with the representative with another business, your three most important considerations are CNA, CNA and CNA. CNA is an acronym for "Consequence of No Agreement" and refers to an honest and non-emotional assessment of the cost to your business if you fail to reach an agreement with your counterpart. Generally, this is a more complex assessment than the determination of the value of reaching an agreement, for those figures are generally an integral part of the negotiations. However, only a fool would ever reveal or acknowledge the CNA for their side during a negotiation, for that would dramatically weaken their position.
Arriving at an accurate CNA is extremely difficult for it is hard to set aside all factors other than the reality of the situation. Imprecise concepts such as the total cost of potential layoffs, loss of prestige, perceived weakness or failure of the executives and drops in employee morale are all difficult to quantify. While Dietmeyer claims that this is the next generation of B2B (business to business) negotiation, the fact is that such considerations have always been a part of negotiations of all types. Generally, wars end when one side reaches the conclusion that their CNA is far worse than continuing the struggle.
The overstating in the title is the only real weakness of the book, for Dietmeyer moves through many strategies and stages of determining an accurate CNA. It is a difficult process, but one that is absolutely essential in the modern world. The rise in the complexity of managing a modern global business means that there are many more paths of consequences than there used to be. All of this means that recognizing, understanding and quantifying your CNA is more difficult than ever, yet it is also more crucial than ever. This book will help, even if it does nothing more than raise your awareness.
The second important tactic is the development of Multiple Equal Offers (MEOs). This is the strategy of being willing to trade goods and services in a manner where the value received by both parties is still within their acceptable limits. The author cites the example of giving a woman that was a professional dog groomer a dramatically reduced rent in exchange for taking care of his dog. As Dietmeyer correctly points out, sometimes the very act of being flexible in negotiations favorably alters the perception that your counterpart has of you. One way you can show flexibility is by having multiple offers ready.
Using extreme words and phrases in the titles of books is so common that I largely tend to ignore them, which is what I did in this case. Although the title is overstated the contents are not, in fact it is difficult to overstate the value of computing your CNA and developing your MEOs. Some books contain value because they raise your awareness and for others the value is the hard content. In this case, both values are present.
0 of 0 people found the following review helpful.
B2B Street Fighting
By Rolf Dobelli
Brian Dietmeyer, author of Strategic Negotiation, routinely writes, lectures, consults and conducts workshops on negotiation. Dietmeyer teaches you how to adopt a street fighter's stance in a business-to-business (B2B) sales negotiation, counterpunching effectively when the buyer pounds away at you on price. Using Dietmeyer's proven, data-based approach, you can move negotiation discussions away from price - where the buyer wants it to be - to your preferred boxing ring - value. getAbstract recommends this intelligent approach to B2B sales reps and to those who must negotiate with tough-minded buyers, winner-take-all procurement officers and savvy sourcing executives.
http://astore.amazon.com/amazon-book-books-20/detail/B004WDRUE0
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