Navigating the Buying Group

Business

Engagement

Introduction Guide

Navigating the Buying Group

Navigating the Buying Group procedures govern the engagement necessary across complex purchasing decisions being made by diverse cross-functional committees that are prone to stalling and lack of consensus.

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Summary

This 3-page Resource provides an introductory overview of Navigating the Buying Group. It is organized into seven sections.

1. Mostly Won Before It Starts

2. Plan Before You Sit Down

3. Negotiate Interests, Not Positions

4. Trade, Never Give

5. Recognise the Tactics

6. Hold Your Nerve

7. What to Avoid

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