Not just conflict

By Stephen Kozicki
Published by Indian Management, October 2016.

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Changing market dynamics makes it imperative for negotiators to rewire their approaches to the market.

Account managers will negotiate more often now with procurement in critical accounts, in many parts of the world. Their negotiating ability is a critical lever for B2B customer value in a rapidly changing environment.

As products look increasingly identical, procurement is left with price as the only differentiator in negotiations.