MARC Record from Library of Congress

LEADER: 02149cam a22003254a 4500
001 2005036825
003 DLC
005 20070405081846.0
008 060120s2006 tnua b 000 0 eng
010 $a 2005036825
020 $a0785218777 (hardcover)
020 $a9780785218777 (hardcover)
035 $a(OCoLC)ocm63125604
035 $a(OCoLC)63125604
040 $aDLC$cDLC$dYDX$dBAKER$dBTCTA$dYDXCP$dDLC
042 $apcc
050 00 $aHF5438.25$b.L353 2006
082 00 $a658.85$222
100 1 $aLambert, Ron,$d1946-
245 10 $aIs that your hand in my pocket? :$bthe sales professional's guide to negotiating /$cRon Lambert & Tom Parker.
260 $aNashville :$bNelson Business,$cc2006.
300 $axi, 239 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references (p. 235).
505 0 $aWhy buyers don't want you to read this book -- Does your negotiating style really matter? -- Dealing with tough negotiators -- Setting the tone -- Overcoming the bad things buyers learn in "school" -- What buyers are saying when they aren't speaking -- The gender difference : is it real? -- The lost art of saving face -- Planning : the key to power -- Negotiation strategy -- Power : how to get it and how to hang onto it when the action gets heavy -- Why won't we ask why? -- Your negotiating team : godsend or disaster? It's up to you -- Creativity : the best negotiator's secret of success -- Concluding the deal-- finally -- What do you mean I'm in a reverse auction? -- Tying it all together -- Testing your knowledge (Are you really ready to face those buyers?) -- Car buying : finally you get to be the customer! -- Appendix I : negotiation planning work sheet -- Appendix II : answer key -- Appendix III : sample car buying spreadsheet.
650 0 $aSelling.
650 0 $aNegotiation in business.
700 1 $aParker, Tom,$d1950 June 25-
856 41 $3Table of contents$uhttp://www.loc.gov/catdir/toc/ecip066/2005036825.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy0623/2005036825-d.html
856 41 $3Sample text$uhttp://www.loc.gov/catdir/enhancements/fy0710/2005036825-s.html