Corporate Sales, Publishing Company-Shift to Most Trusted Negotiators in Company Business Issue The Corporate Sales Division of a leading provider of technology magazines was facing losses on page rates and other negotiation terms due to pressure from large clients who pushed for unprecedented discounts. Part of the challenge was that account managers were not sure how to deal with threats of “Give us a discount or else” and were uncomfortable pushing back or walking away from a deal. Additionally, other internal divisions didn't believe in the negotiation abilities of Corporate Sales, the newest function that represents all of the books to the seven top advertisers. With bottom line losses, a weak internal reputation regarding negotiation, and the need to build bigger value propositions w

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