Red-hot sales negotiation : everything you need to know to close deals, build relationships, and create win/win outcomes / Paul S. Goldner and Peter McKeon.
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Full Text (via EBSCO) |
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| Format: | eBook |
| Language: | English |
| Published: |
New York :
AMACOM/American Management Association,
©2007.
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| Subjects: |
Table of Contents:
- Part 1. The science of negotiating
- What is sales negotiation?
- The principles of win/win negotiation
- Creating a solution that benefits your company
- Planning for the negotiation
- High-impact sales planning strategies
- How to synthesize a deal
- Part 2. Negotiating tactics
- Using negotiation styles to gain advantage
- Power questioning strategies
- Power communication strategies
- Negotiating ploys and tactics: the buyer
- Negotiating ploys and tactics: the seller
- Negotiating with big companies.