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How are negotiations with higher management different from negotiations with middle-lower management?

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Question added by Ghada Sameer , Project Manager and media executive , CQA
Date Posted: 2014/04/22
Afnan Arshad
by Afnan Arshad , Sales/Application Engineer , Allied Rental Modaraba (The CAT Rental Store)

Basically at lower level the negotiations are  based on acutal requirements. They describe the actual operation that is required. Also a salesman can afford to negotiate strictly. However, when it comes to the top management it is usually more towards the Money as they play more with money. Also you cannot afford to be strict with them as they are the key decision makers

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