MARC Record from Library of Congress

LEADER: 01826nam a22002658a 4500
001 2008049153
003 DLC
005 20081201164948.0
008 081126s2009 nju 001 0 eng
010 $a 2008049153
020 $a9781564145000
020 $a156414500X
040 $aDLC$cDLC
050 00 $aHF5438.25$b.D392 2009
082 00 $a658.85$222
100 1 $aDawson, Roger,$d1940-
245 10 $aSecrets of power negotiating for salespeople :$binside secrets from a master negotiator /$cby Roger Dawson.
250 $a2nd ed.
260 $aFranklin Lakes, NJ :$bCareer Press,$cc2009.
263 $a0907
300 $ap. cm.
500 $aIncludes index.
505 0 $aSelling in the new millennium -- Win-win sales negotiating -- Negotiating is played by a set of rules -- Ask for more than you expect to get -- Bracketing -- Never say yes to the first offer -- Flinching -- Playing reluctant seller -- Concentrate on the issues -- The vise gambit -- Higher authority -- Avoid confrontational negotiating -- The declining value of services -- Never offer to split the difference -- The hot potato -- Trading off -- Good guy, bad guy -- Nibbling -- Patterns of concessions -- Withdrawing an offer -- Positioning for easy acceptance -- Writing the contract -- Why money isn't as important as you think -- Buyers want to pay more, not less -- Things that are more important than money -- Finding out how much a buyer will pay -- The 4 stages of selling -- 24 power closes -- Questionable closes -- Negotiating drives -- Questionable gambits and how to counter them -- Negotiating with non-americans -- Negotiating pressure points -- Handling problem negotiations -- Developing personal power -- Understanding the personality of the buyer -- Win-win sales negotiating.
650 0 $aSelling.
650 0 $aNegotiation in business.