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BayGroup International and ES Research Group have launched the State of Sales and Purchasing 2012 B2B negotiation research study, with the goal of better understanding of how sales and purchasing professionals see each other in negotiations, and which negotiation strategies they perceive work best when used by their counterparts,

According to Dave Stein, CEO of ES Research Group, "Our goal is to discover answers to important questions for both sales and purchasing negotiators, including: What do procurement people really think about salespeople, their approaches, strategies, and tactics? And what do salespeople think about their counterparts in procurement? In effect, we want to know what works in negotiation."

Both sales and purchasing professionals are invited to participate in the State of Sales and Purchasing 2012 study, which can be found at:

State of Sales and Purchasing 2012 survey

Those who complete the 10-15 minute survey will receive a copy of the final report of findings when it is published, and will be invited to a webinar on the subject to be held Thursday, November 29, 2012.

According to Paul Hennessey, Executive Vice President of Marketing at BayGroup International, the study will compare the perspectives of both sell-side and buy-side professionals in three areas:

• Current pressures that are having the most impact negotiation results…for both buyers and sellers
• Negotiating strategies: which ones are used most…and which ones work best from the point of view of both sales and purchasing professionals
• Negotiation training: how much is being delivered, and how effective is it in the eyes of those who take it

According to Hennessey, "One of the most interesting aspects of this study is that it asks the same questions of both sales and purchasing professionals, so researchers can compare their perspectives about challenges, pressures, and strategies that do and don't work in negotiations."

About BayGroup International

BayGroup International is a global performance improvement firm that helps corporate leaders reach critical profitability, cost containment, and team effectiveness goals quickly, with high impact. Since its’ founding in 1980, the firm has built a select client list of major global corporations, focusing on the technology, telecommunications, pharmaceuticals, transportation, consumer products, insurance, and financial services industries. It’s expertise in sales execution and sales negotiation emerged from a partnership with Stanford University, and has now been implemented in more than 70 countries in 14 languages.  Visit us at www.baygroup.com.

Contact: Paul Hennessey: paul@baygroup.com; 415-464-5316

About ES Research Group

ES Research Group is a leading industry research firm specializing in independent analysis of suppliers and business trends in the B2B sales arena.  Since its founding in 2005, ES Research Group has developed a select client list of Global 1000 companies, including MasterCard, Chevron, PR Newswire, Nokia, Honeywell, and many others.  Visit at www.esresearch.com.

Contact:  Vivian Engel: vivian.engel@esresearch.com; (508) 313-9585 X 705