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simon-kucher.comThe Big Deal BlueprintA practical guide to nailing high stake negotiationsContentsExecutive Summary 3Why a negotiation strategy is essential 4 The 10-step framework for successful B2B negotiations 5The path forward to bigger, better deals 133Executive SummaryLanding large, lucrative B2B deals calls for fresh negotiation strategies—new data to work with, defined objectives, plenty of preparation. Our recent Global Commercial Trends Study1 shows that organizations are modernizing their sales processes and commercial operations to address challenges and future-proof business strategies. Yet, when it comes to big deals, most commercial leaders spend only a few hours preparing their negotiations, despite the significant revenue at stake. In this whitepaper, we will discuss the major pitfalls when preparing for high-value deals and outline a 10-step framework to win big deal negotiations. From our experience in over 500 sales effectiveness projects, we’ve observed substantial