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Managing the Sales Negotiation Process

How many times have you heard, "You've got to drop your price by 10% or we will have no choice but to go with your competition?"  Every time you hear a statement like this, you're in the middle of a difficult sales negotiation. How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be. Mike Schatzki of Negotiation Dynamics, Inc. offers these tips on Managing the Sales Negotiation Process.