The Resource Secrets of power negotiating for salespeople : inside secrets from a master negotiator, by Roger Dawson, (ebook)

Secrets of power negotiating for salespeople : inside secrets from a master negotiator, by Roger Dawson, (ebook)

Label
Secrets of power negotiating for salespeople : inside secrets from a master negotiator
Title
Secrets of power negotiating for salespeople
Title remainder
inside secrets from a master negotiator
Statement of responsibility
by Roger Dawson
Creator
Contributor
Subject
Genre
Language
eng
Cataloging source
N$T
http://library.link/vocab/creatorDate
1940-
http://library.link/vocab/creatorName
Dawson, Roger
Dewey number
658.85
Index
index present
LC call number
HF5438.25
LC item number
.D392 1999eb
Literary form
non fiction
Nature of contents
standards specifications
http://library.link/vocab/relatedWorkOrContributorName
EBSCO Publishing (Firm)
http://library.link/vocab/subjectName
  • Selling
  • Negotiation in business
Label
Secrets of power negotiating for salespeople : inside secrets from a master negotiator, by Roger Dawson, (ebook)
Link
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=25153
Instantiates
Publication
Note
Includes index
Color
multicolored
Contents
  • Never Say Yes to the First Offer
  • Flinching
  • Playing Reluctant Seller
  • Concentrate on the Issues
  • The Vise Gambit
  • Middle Sales Negotiating Gambits
  • Higher Authority
  • Avoid Confrontational Negotiating
  • The Declining Value of Services
  • Never Offer to Split the Difference
  • Preface: Nothing Happens Until Somebody Sells Something--at a profit
  • The Hot Potato
  • Trading Off
  • Ending Sales Negotiating Gambits
  • 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
  • The Importance of Negotiating
  • Buyers Want to Pay More, Not Less
  • Things That Are More Important Than Money
  • Finding Out How Much a Buyer Will Pay
  • Secrets of Power Sales Closing
  • The 4 Stages of Selling
  • 24 Power Closes
  • Questionable Closes
  • How to Control the Negotiation
  • Negotiating Drives
  • Questionable Gambits and How to Counter Them
  • Selling in the New Millennium
  • Negotiating with Non-Americans
  • Negotiating Pressure Points
  • Handling Problem Negotiations
  • Handling the Angry Person
  • Understanding the Other Negotiator
  • Developing Personal Power
  • Understanding the Personality of the Buyer
  • Win-Win Sales Negotiating
  • Also by Roger Dawson
  • Speeches and Seminars
  • Win-Win Sales Negotiating
  • Negotiating Is Played by a Set of Rules
  • Beginning Sales Negotiating Gambits
  • Ask for More Than You Expect to Get
  • Bracketing
Dimensions
unknown
Extent
1 online resource (255 p.)
Form of item
online
Isbn
9780585226897
Isbn Type
(electronic bk.)
Specific material designation
remote
System control number
  • ocm44959641
  • (OCoLC)44959641
Label
Secrets of power negotiating for salespeople : inside secrets from a master negotiator, by Roger Dawson, (ebook)
Link
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=25153
Publication
Note
Includes index
Color
multicolored
Contents
  • Never Say Yes to the First Offer
  • Flinching
  • Playing Reluctant Seller
  • Concentrate on the Issues
  • The Vise Gambit
  • Middle Sales Negotiating Gambits
  • Higher Authority
  • Avoid Confrontational Negotiating
  • The Declining Value of Services
  • Never Offer to Split the Difference
  • Preface: Nothing Happens Until Somebody Sells Something--at a profit
  • The Hot Potato
  • Trading Off
  • Ending Sales Negotiating Gambits
  • 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
  • The Importance of Negotiating
  • Buyers Want to Pay More, Not Less
  • Things That Are More Important Than Money
  • Finding Out How Much a Buyer Will Pay
  • Secrets of Power Sales Closing
  • The 4 Stages of Selling
  • 24 Power Closes
  • Questionable Closes
  • How to Control the Negotiation
  • Negotiating Drives
  • Questionable Gambits and How to Counter Them
  • Selling in the New Millennium
  • Negotiating with Non-Americans
  • Negotiating Pressure Points
  • Handling Problem Negotiations
  • Handling the Angry Person
  • Understanding the Other Negotiator
  • Developing Personal Power
  • Understanding the Personality of the Buyer
  • Win-Win Sales Negotiating
  • Also by Roger Dawson
  • Speeches and Seminars
  • Win-Win Sales Negotiating
  • Negotiating Is Played by a Set of Rules
  • Beginning Sales Negotiating Gambits
  • Ask for More Than You Expect to Get
  • Bracketing
Dimensions
unknown
Extent
1 online resource (255 p.)
Form of item
online
Isbn
9780585226897
Isbn Type
(electronic bk.)
Specific material designation
remote
System control number
  • ocm44959641
  • (OCoLC)44959641

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