Mastering Major Account Negotiating contains best practice insights from top performing salespeople on how to conduct successful major account sales negotiations. Topics include:

1. building the customer relationship

2. creating and sustaining trust

3. creating a bigger pie

4. planning a negotiating strategy

5. executing a negotiation strategy

6. price discounting and optimizing profitability

7. face-to-face negotiating best practices

8. handling deceptive negotiating tactics