Value negotiating is focused on the idea of negotiating using your value - the results and outcomes you help your customer achieve through your products and services as the main source of strength or leverage in the negotiation.

This may not sound too dissimilar to other definitions of negotiating, however we know that as Price is THE most powerful profit lever you have, an approach that emphasises value and not price as the key lever in the negotiation stands much better chance of protecting margins than any other approach.

Over the course of future episodes we'll explore this in more detail and give you some frameworks and tools that will help you in your value negotiating.