Red-hot sales negotiation : everything you need to know to close deals, build relationships, and create win/win outcomes /
Goldner, Paul S.
Red-hot sales negotiation : everything you need to know to close deals, build relationships, and create win/win outcomes / [book] Paul S. Goldner and Peter McKeon - New York : AMACOM/American Management Association, c2007. - xi, 210 p. : ill.
Includes index
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
0814473547 9780814473542
Selling
Negotiation in business
Deals
HF5438.25 / .G641
Red-hot sales negotiation : everything you need to know to close deals, build relationships, and create win/win outcomes / [book] Paul S. Goldner and Peter McKeon - New York : AMACOM/American Management Association, c2007. - xi, 210 p. : ill.
Includes index
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
0814473547 9780814473542
Selling
Negotiation in business
Deals
HF5438.25 / .G641
