Several years ago I recorded a tape cassette program called Secrets of Power Negotiating.
An edition of Secrets of power negotiating for salespeople: inside secrets from a master negotiator
(1999)
Secrets of power negotiating for salespeople
inside secrets from a master negotiator
2nd ed.
by Roger Dawson
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Previews available in: English
Subjects
Negotiation in business, Selling, Sales, Negotiation| Edition | Availability |
|---|---|
1
Secrets of power negotiating for salespeople: inside secrets from a master negotiator
2009, Career Press
in English
- 2nd ed.
156414500X 9781564145000
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2
Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator
August 1999, Career Press
Hardcover
in English
1564144283 9781564144287
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Book Details
Table of Contents
Selling in the new millennium
Win-win sales negotiating
Negotiating is played by a set of rules
Ask for more than you expect to get
Bracketing
Never say yes to the first offer
Flinching
Playing reluctant seller
Concentrate on the issues
The vise gambit
Higher authority
Avoid confrontational negotiating
The declining value of services
Never offer to split the difference
The hot potato
Trading off
Good guy, bad guy
Nibbling
Patterns of concessions
Withdrawing an offer
Positioning for easy acceptance
Writing the contract
Why money isn't as important as you think
Buyers want to pay more, not less
Things that are more important than money
Finding out how much a buyer will pay
The 4 stages of selling
24 power closes
Questionable closes
Negotiating drives
Questionable gambits and how to counter them
Negotiating with non-americans
Negotiating pressure points
Handling problem negotiations
Developing personal power
Understanding the personality of the buyer
Win-win sales negotiating.
Edition Notes
Includes index.
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- Created December 12, 2008
- 14 revisions
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| December 12, 2008 | Created by ImportBot | Imported from Library of Congress MARC record |