"Our SaaS customers are passing us to procurement for our contract renewal negotiation"
"Our valued SaaS customers are passing us over to procurement for our contract renewal negotiation – it’s a nightmare!" This is something...
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Guy Johnson
- Jul 8, 2022
- 2 min
SaaS Account Managers! Solutions to 3 mistakes you're making in you contract renewal negotiations
Earlier this week, I discussed three common mistakes made by Account Managers and Customer Success Managers when negotiating SaaS...
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Guy Johnson
- Jul 5, 2022
- 2 min
Three common mistakes made by Account Managers in their SaaS contract renewal negotiations
For those that work in Account Management and Customer Success roles in SaaS businesses, the contract renewal cycle is where significant...
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Guy Johnson
- Sep 15, 2021
- 3 min
“One carrot… that’s my final offer” / a study of Toddler negotiation strategies at mealtimes
I am extraordinarily lucky to have two wonderful daughters aged two and a bit and 5 months old. My eldest, Lola, now chatty, energetic...
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Guy Johnson
- Sep 15, 2021
- 3 min
“If you eat three more peas, I’ll buy you a pony” / Strategies for parents negotiating with toddlers
Earlier in the summer, I posted an article on the negotiation tactics and strategies used by my 2-year-old daughter Lola and soon enough...
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Guy Johnson
- May 14, 2021
- 2 min
Contract renewals. Don't just settle for a signature... maximise that deal!
Here at BreakPoint black, we do a lot of work with clients on their contract renewal negotiation strategies. For many businesses,...
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Guy Johnson
- Dec 10, 2020
- 4 min
How to negotiate a house purchase in a frothy market
The UK housing market has had a shot in the arm. It's frothy. It's gazumping and giddiness all over again. A powerful tonic of government...
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Guy Johnson
- Mar 18, 2020
- 2 min
Renegotiate For Resilience
"finding a way to work with your commercial partners to ensure mutual resilience is the name of the game right now."
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Guy Johnson
- Feb 27, 2020
- 2 min
Are you ready to negotiate from inside their head?
When we negotiate, we are often looking to reach an agreement that will primarily look after our own interests. We negotiate with another...
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Guy Johnson
- Feb 19, 2020
- 2 min
How to dramatically increase your bargaining power… build a BATNA
Meet the BATNA… or best alternative to a negotiated agreement. Quite simply it means the alternative viable options available to us
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Guy Johnson
- Jan 29, 2020
- 2 min
Commodity trading and commercial negotiation: learning technical skills when the stakes are high
There are many professional disciplines that fit into a category I describe as high stakes, technical skill sets. These are areas where...
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Guy Johnson
- Aug 28, 2019
- 2 min
Negotiation: Price is What You Pay. Value is What You Get. How Much Are You Getting?
By Guy Johnson Many people think of negotiation as a battle of nerve, pressure and power to drive a hard bargain and secure the best...
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Guy Johnson
- Aug 20, 2019
- 2 min
Negotiating Price: The Power Of Opening Extreme.
By Guy Johnson For many of us, negotiating on price is something we do every day in our professional lives. It could be agreeing a price...
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