RFP Q&A by Subject: 'negotiation'

Without looking below, close your eyes and answer this one simple question: Why do we shop around?   [no peeking]   If your answer was “to get the best price,” I can’t give you any credit. Sorry, the price is wrong. Don’t feel bad. This was a bit of a setup and price is an…
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When you asked us to the dance We believed we had a chance   You called for answers, samples, fees But then ignored our expertise   If we don’t play we have to walk. Don’t you like us? Can’t we talk?   We’re so much more than spreadsheet cells. We think your ‘process’ really smells….
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Our memories can fail us, and salespeople can sometimes enhance reality. So we need to write things down, especially prices. You’ve already learned this – either the easy way, or the hard way. The problem is that a simple reminder to “get it in writing” is not complete when it comes to business purchases and dealing…
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