TY  - BOOK
AU  - Goldner,Paul S.
AU  - McKeon,Peter
TI  - Red-hot sales negotiation: everything you need to know to close deals, build relationships, and create win/win outcomes 
SN  - 0814473547
AV  - HF5438.25 .G641
PY  - 2007///
CY  - New York
PB  - AMACOM/American Management Association
KW  - Selling
KW  - Negotiation in business
KW  - Deals
N1  - 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
ER  -