Red-hot sales negotiation : everything you need to know to close deals, build relationships, and create win/win outcomes / Paul S. Goldner and Peter McKeon

By:

Goldner, Paul S

Contributor(s):

McKeon, Peter

Material type: Text

TextPublication details: New York : AMACOM/American Management Association, c2007Description: xi, 210 p. : ill. ; 23 cmISBN:

0814473547
9780814473542

Subject(s):

Online resources:

Table of contents only

Contents:

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

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Holdings ( 1 )
Title notes ( 2 )

Holdings
Item type	Current library	Call number	Copy number	Status	Date due	Barcode
Open Shelf	UMPLIB GAMBANG	HF5438.25 .G65 2007 (Browse shelf(Opens below))	1	Available		0000047247

Includes index