Separating Negotiation Myth from Reality

Negotiation is an essential skill for strategic account managers. Originally presented at the 2020 SAMA conference, this panel discussion explores common myths about negotiation, as well as pitfalls and best practices for negotiating high-stakes deals with customers.

The panelists in this session share their experiences navigating complex negotiations, and achieving successful outcomes in the face of formidable barriers. They also discuss highlights from recent research conducted by Vantage Partners comparing buy-side and sell-side negotiation priorities and practices, as well as negotiation lessons from Vantage's work with the U.S. Army and Navy SEALs.