Handling Disruptive Negotiation Tactics: Defusing Anger, Threats & Ultimatums
During the lunch break for a recent negotiation workshop a participant asked “How do you
During the lunch break for a recent negotiation workshop a participant asked “How do you
One factor common to all sales professionals is the nagging suspicion and doubt that surfaces
We have all heard the jokes about committees. For example: a committee is a group
Do you see view procurement as a threat and necessary evil that must be managed
Do you see view procurement as a threat and necessary evil that must be managed
Newsflash! Hospitals don’t simply buy products and services; they seek out quality solutions to solve
Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the
Let’s be honest most of you reading this missive don’t routinely plan for sales calls
The healthcare eco-system is in flux as implementation of the Patient Protection & Affordable Care