1. Introduction 81.1 Why do you need a plan? 81.2 Buyers and sellers 92. First things first 112.1 Perspective 112.2 Your challenge 132.3 The vision for success 143. Let’s agree on this 163.1 What’s in a name? 163.2 The market 174. The buyer’s world 204.1 Company expectations 204.2 Procurement maturity 234.3 The importance of procurement 254.4 The real story 335. The principles of negotiation 355.1 Satisfaction 355.2 Comfort 385.3 Power 425.4 Tactics 456. Negotiation chairs and tables 476.1 Negotiation chairs 476.2 Negotiation tables 497. Know your buyer 547.1 The spend tree 547.2 The competition 567.3 Kraljic’ purchasing portfolio matrix 588. Know yourself 648.1 Supplier preferencing matrix 649. The Power-Balance matrix 7010. Strategies for success 7310.1 Buyer wins 7310.2 Nobody wins 7810.3 Seller wins 7910.4 Both win 8311. The journey ahead 10011.1 Action planning 10011.2 The six key steps 10111.3 Two final questions 104Index 106List of questions 108Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolvingworld of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer.In "The Other Side of Sales' author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement.Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.