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View the March 27, 2014 webinar, "Critical to Achieving Business Results: Effective Negotiation", presented by Elizabeth Rayer and Brian Blancke.
View the October 8, 2013 Selling Power sponsored webinar, "Managing Difficult Customer Interactions", presented by Elizabeth Rayer and Bruce Patton.
View the September 12, 2013 CLO sponsored webinar, "Influence as Joint Problem Solving: Driving Enhanced Organizational Performance," presented by Elizabeth Rayer and Brian Blancke.
Getting into procurement's shoes and developing skills in negotiating with them are essential competencies for every sales professional working in the current environment. In this article, we address some of the key challenges sales people face most often when working with procurement, followed by some advice based on over 20 years of consulting to both sales and procurement organizations.
Influence is the way things get done in a matrixed organization. Leaders need to make sure that the approach to influence their people employ is one that will lead to creative solutions, wise trade-offs, positive working relationships amongst colleagues, and an organizational capacity for learning and innovation.
Conflict presents both opportunities as well as costs. The challenge is how to navigate conflict more effectively so that we experience more of the upside of conflict and less of the downside.
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