Negotiating with backbone
Subtitle: eight sales strategies to defend your price and value
By: Reed K. Holden
Edition: Second edition.
Publisher: Pearson Education, Inc.
Published: 2016
Language: eng
Number of pages: 183
ISBN-13: 9780134268415
Subjects: Negotiation; Selling; Customer relations; Pricing
Notes: Includes index.
Table of contents: title: pt. I. The great game of procurement; title: Tough selling : the new normal; title: Buyer tells; title: The basics of the game; title: Understand your foundation of value; title: Develop give-gets; title: pt. II. Eight knock-'em-dead scenraios for winning the game; title: Negotiating with price buyers; title: Negotiating with relationship buyers; title: Negotiating with value buyers; title: Negotiating with poker players; title: pt. III. It's a negotiation, not a surrender; title: Advanced gamesmanship; title: The realities of the game; title: Afterword : The now and future sales opportunity.