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Learn Successful Sales and Negotiation Tips (Collection)

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Learn Successful Sales and Negotiation Tips (Collection)

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  • Copyright 2014
  • Pages: 425
  • Edition: 1st
  • eBook (Watermarked)
  • ISBN-10: 0-13-374102-8
  • ISBN-13: 978-0-13-374102-5

This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for:

  • Resisting discounting, and keeping value at the forefront of negotiations
  • Implementing targeted tactics to protect hard-earned profits
  • Negotiating with price buyers, relationship buyers, value buyers, and "poker players"

The Truth About Negotiations, Second Edition
shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson: 

  • Provides realistic game plans that work in any negotiation situation
  • Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine
  • Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you 

Sample Content

Table of Contents

Negotiating with Backbone: Eight Sales strategies to Defend Your Price and Value, 1/e

Introduction    1


Chapter 1 Tough Selling—The New Normal    17

Chapter 2 The Tells of the Game     27

Chapter 3 Stacking the Deck in Your Favor     37

Chapter 4 Getting the Tactics Right the First Time     51


Chapter 5 Negotiating with Price Buyers     89

Chapter 6 Negotiating with Relationship Buyers     105

Chapter 7 Negotiating with Value Buyers     119

Chapter 8 Negotiating with Poker Players     131


Chapter 9 Beware the Signs of a Losing Game     149

Chapter 10 The Realities of the Game    161

Index    175

The Truth About Negotiations, 2/e

Introduction     vii

Part 1: Negotiation: A 30,000-foot view     1

Part 2: The bottom line on bottom lines     27

Part 3: Black belt negotiation skills     55

Part 4: Psychology     101

Part 5: People problems (and solutions)     123

Part 6: I-negotiations and E-negotiations     157

Part 7: Negotiation Yoga     183

References     197

Acknowledgments     203

About the Author     204


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