Negotiation Techniques (That Really Work!)

Name: Negotiation Techniques (That Really Work!)
Brand: Adams Media
Price: 19.99 AUD
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By: Stephan Schiffman

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Paperback | 18 December 2009

At a Glance

Paperback
160 Pages

Dimensions(cm)
21.43 x 13.97 x 1.02

Paperback

$19.99

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Sales is all about negotiation. Price. Delivery. Terms. And every day, a salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows them how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there. Things can be tough out there. But with Schiffman's negotiation skills in their pocket, salespeople can do battle and win. AUTHOR: Stephan Schiffman has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such best selling books as Cold calling Techniques (That Really Work!) and Closing Techniques (That Really Work!). *

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You Can Find This Book In

Non-Fiction Business & Management Business Negotiation Kids & Children's Books Sales & Marketing

Introduction	p. vii
Before You Sit Down at the Table	p. 1
Ask the Right Questions	p. 3
What Exactly Is a Negotiation?	p. 10
Get a Winning Attitude	p. 16
They Want to Win	p. 24
Stop the Discounting Madness!	p. 30
Never Be Lied To	p. 37
Draw Up Your Battle Plan	p. 43
What's Your Alternative to a Deal?	p. 50
Preparing Yourself	p. 56
Sitting at the Table	p. 63
Making the First Moves	p. 65
How to Structure Offers and Counteroffers	p. 72
Tricks of the Trade	p. 79
What Not to Do	p. 86
Who Are You Talking To?	p. 93
What to Do When the Discussion Stalls	p. 98
When to Be Tough, and When to Be Easy	p. 104
Calling It Quits	p. 110
The End Game	p. 116
The Devil's in the Details	p. 123
How to Win, How to Lose	p. 128
Coming Back to the Table	p. 134
Some Final Thoughts	p. 140
Index	p. 145
Table of Contents provided by Ingram. All Rights Reserved.

Negotiation Techniques (That Really Work!)

At a Glance

Paperback

Shipping

How to return your order

Defective items

You Can Find This Book In

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