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" Red-hot sales negotiation : "
Paul S. Goldner and Peter McKeon
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BL
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| Record Number
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586475
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| Doc. No
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b415694
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| Main Entry
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Goldner, Paul S
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| Title & Author
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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
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| Publication Statement
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New York :: AMACOM, American Management Association,, c2007
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| Page. NO
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xi, 210 p. :: ill. ;; 23 cm
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| ISBN
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0814473547
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: 9780814473542
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| Notes
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Includes index
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| Contents
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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 communications strategies -- Negotiating ploys and tactics: the buyer -- Negotiating ploys and tactics: the seller -- Negotiating with big companies
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| Subject
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Selling
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Negotiation in business
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| Subject
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Deals
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| Dewey Classification
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658.4/052
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| LC Classification
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HF5438.25.G6417 2007
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HF5438.25.G6417 2007
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| Added Entry
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McKeon, Peter
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