Goldner, Paul S. <br/><br/>
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. 
<br/><br/> Includes index 
<br/><br/>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 
<br/><br/><label>ISBN: </label>0814473547 9780814473542 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling<br/>Negotiation in business<br/>Deals
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .G641