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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:
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:
Negotiating with Backbone: Eight Sales strategies to Defend Your Price and Value, 1/e
Introduction 1
Part I THE GREAT GAME OF PROCUREMENT 15
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
Part II EIGHT KNOCK-’EM-DEAD SCENARIOS FOR WINNING THE GAME 83
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
Part III IT’S A NEGOTIATION, NOT A SURRENDER 147
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