01598nam a2200289 a 4500 vtls000044847 KUKTEM 20251117150133.0 091001t2007 nyua f 001 0 eng d 0814473547 9780814473542 201107132322 VLOAD 201006011646 fauzi 200910011129 faiz UMP HF5438.25 .G65 2007 Goldner, Paul S. 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 New York : AMACOM/American Management Association, c2007 xi, 210 p. : ill. ; 23 cm. Includes index 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 Selling Negotiation in business Deals McKeon, Peter Table of contents only http://www.loc.gov/catdir/toc/ecip078/2006102134.html 0 0 0 0 10000 10000 2019-09-04 58.09 0 HF5438.25 .G65 2007 0000047247 2019-09-04 00:00:00 1 58.09 2019-09-04 OPEN VIRTUA40 52183 52189 VTLSSORT0080*0200*0201*0400*0900*1000*2450*2600*3000*5000*5050*6500*6501*6502*7000*8560*9991