Is that your hand in my pocket?
Subtitle: the sales professional's guide to negotiating
By: Ron Lambert & Tom Parker.
Contributors: Parker, Tom, 1950 June 25-
Publisher: Nelson Business
Published: 2006
Place of publication: Nashville
Language: eng
Number of pages: 239
ISBN-13: 9780785218777
Subjects: Selling.; Negotiation in business.
Notes: Includes bibliographical references (p. 235).
Table of contents: title: Why buyers don't want you to read this book; title: Does your negotiating style really matter?; title: Dealing with tough negotiators; title: Setting the tone; title: Overcoming the bad things buyers learn in "school"; title: What buyers are saying when they aren't speaking; title: The gender difference : is it real?; title: The lost art of saving face; title: Planning : the key to power; title: Negotiation strategy; title: Power : how to get it and how to hang onto it when the action gets heavy; title: Why won't we ask why?; title: Your negotiating team : godsend or disaster? It's up to you; title: Creativity : the best negotiator's secret of success; title: Concluding the deal; title: finally; title: What do you mean I'm in a reverse auction?; title: Tying it all together; title: Testing your knowledge (Are you really ready to face those buyers?); title: Car buying : finally you get to be the customer!; title: Appendix I : negotiation planning work sheet; title: Appendix II : answer key; title: Appendix III : sample car buying spreadsheet.