Secrets of power negotiating for salespeople
Subtitle: inside secrets from a master negotiator
By: by Roger Dawson.
Edition: 2nd ed.
Publisher: Career Press
Published: 2009
Place of publication: Franklin Lakes, NJ
Language: eng
ISBN-13: 9781564145000
Subjects: Selling; Negotiation in business
Notes: Includes index.
Table of contents: title: Selling in the new millennium; title: Win-win sales negotiating; title: Negotiating is played by a set of rules; title: Ask for more than you expect to get; title: Bracketing; title: Never say yes to the first offer; title: Flinching; title: Playing reluctant seller; title: Concentrate on the issues; title: The vise gambit; title: Higher authority; title: Avoid confrontational negotiating; title: The declining value of services; title: Never offer to split the difference; title: The hot potato; title: Trading off; title: Good guy, bad guy; title: Nibbling; title: Patterns of concessions; title: Withdrawing an offer; title: Positioning for easy acceptance; title: Writing the contract; title: Why money isn't as important as you think; title: Buyers want to pay more, not less; title: Things that are more important than money; title: Finding out how much a buyer will pay; title: The 4 stages of selling; title: 24 power closes; title: Questionable closes; title: Negotiating drives; title: Questionable gambits and how to counter them; title: Negotiating with non-americans; title: Negotiating pressure points; title: Handling problem negotiations; title: Developing personal power; title: Understanding the personality of the buyer; title: Win-win sales negotiating.