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Vantage Enterprise Learning
HBR Guide to Negotiating now in Paperback by Jeff Weiss.
HBR Video: Jeff Weiss Offers Tips and Advice on Negotiating
Vantage's Pricing Study highlighted in HBR's January 2015 Issue
As pharmaceutical and mid-sized biotech companies increasingly
seek to enhance their pipelines through externalized relationships,
the option deal—typically with a smaller biotech—has
become an increasingly popular contract structure.
Difficult conversations are an inevitable part of work life (and
personal life) — addressing poor performance, arguing over
budget allocation, project planning across functions when there
is disagreement on approach, saying “no” to a colleague, informing a customer of a delayed delivery — the list is endless.
Perhaps one of the most common tactics sales people encounter
when negotiating with customers is threatening to switch business
to a competitor if they don’t get what they want; usually a
discount, but can also be changing other business terms in some
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