Accordence E-News: Winter 2009
Finding Incremental Dollars in a Mature Market: How a Global Leader Improved Their Gross Margin
Business Issue A medical equipment division of one of the world's largest publicly traded medical products companies needed to improve its gross margin. After completing an analysis of the business issues, executives concluded that one of the areas responsible for the decline was the sales team. While the sales team was highly skilled in the capital product they sold and had an impressive record of past sales successes, over the past few years the market had begun to mature. Furthermore, the doctors and hospital administrators saw all competing products as essentially the same.
Negotiation: What's More Valuable-Aptitude or Attitude?
By Scott Roberts
Among such tactics as one-upsmanship, bullying and bravado, how do really great negotiated agreements get made? Do you have to be smart or is it all in the attitude? In negotiations, as with the rest of life, our attitude and feelings attract exactly what they convey. So if you go into a negotiation with the attitude that you will negotiate solely on price, you will naturally drive it there. By preparing smartly and going in with the right attitude you will most likely negotiate better for yourself and the other party.
Accordence's ICON Approach to Negotiation E-Module is now available for purchase via credit card on our website. If you are looking for an effective negotiation framework, you can learn at your own speed in the comfort of your home or office. If you have already enjoyed the tool, you can share this link with your colleagues, family and friends.
Negotiation Mastery: Achieving Outstanding Results and Relationships
Where: Stanford University Continuing Studies
When: Saturday - May 9, 2009, 10am to 4pm
An open session conducted by Jessica Notini
The session is full -- to join the waitlist, go to
Getting Off the Escalator: Resolving Conflicts Effectively
Where:
Doubletree Hotel Boston/Westborough
5400 Computer Drive
Westboro, MA 01581
Tel: 508-366-5511
When: Tuesday - June 9, 2009, 7:00pm to 8:30pm
Registration and networking start at 5:30pm.
An open session for members and non-members of the Chapter conducted by Heather Meeker Green
A small entry fee applies. For registration details, go to: PMI Central Massachusetts Chapter