everything you need to know to close deals, build relationships, and create win/win outcomes Goldner, Paul S. creator McKeon, Peter text nyu New York AMACOM/American Management Association c2007 2007 monographic eng

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xi, 210 p. : ill. ; 23 cm. 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 specialized Paul S. Goldner and Peter McKeon Includes index Selling Negotiation in business Deals 0814473547 9780814473542 http://www.loc.gov/catdir/toc/ecip078/2006102134.html http://www.loc.gov/catdir/toc/ecip078/2006102134.html UMP 091001 20251117150133.0 vtls000044847