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RecordNumber
3084
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Author
Goldner, Paul S.
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Addition
,
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Title
Red-hot sales negotiation :everything you need to know to close deals, build relationships, and create win/win outcomes
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Author Statement
Paul S. Goldner and Peter McKeon
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Publication
AMACOM/American Management Association
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Collation
xi, 210 p. : ill. ; 23 cm.
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Index
Includes index
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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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Subject
Selling,Negotiation in business,Deals
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ADDED ENTRIES
AU McKeon, Peter
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LC Class
HF
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LC Number
5438.25
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LC CutterNumber
.G6417
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LC Date
2007
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تاريخ ورود اطلاعات
1391/09/17
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ISBNN
,
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Published_Year
c2007
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