Negotiating with Tough Customers - by Steve Reilly (Paperback)
Similar Products
Products of same category from the store
All
Product info
<p/><br></br><p><b> Book Synopsis </b></p></br></br>Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just take it or leave it. You may think you are negotiating, but if the other side isn't playing, you aren't either. <p/>Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: <p/>1. they give ground too easily, and; <p/>2. they get nothing in return. <p/>When dealing with tough customers it is even more important to be able to defend your position and bargain for reciprocal concessions. <i>Negotiating With Tough Customers</i> provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return. <p/>Using a cooperative, collaborative approach in a hardball negotiation just doesn't work. Tough negotiators will play win-win, but only if they have nothing to lose. <p/><i>Negotiating With Tough Customers</i> will make you a better salesperson by making you a better negotiator...and vice versa.<p/><br></br><p><b> Review Quotes </b></p></br></br><br>Steve is a gifted communicator and talented advisor with a rare ability for connecting people with ideas to help them improve.<br>--Patrick Lencioni, president, The Table Group, and best-selling author, <i>The Five Dysfunctions of a Team</i> and <i>The Advantage</i>-- "Reviews"<br><p/><br></br><p><b> About the Author </b></p></br></br>Steve Reilly has helped heavy equipment companies negotiate the sale of mining trucks, technology companies negotiate intellectual property rights, health insurers negotiate hospital contracts, and financial services companies negotiate wealth transfer strategies. His experience as a sales rep, sales manager, and director of sales and marketing, together with 20 years consulting in the areas of negotiation, sales, and leadership, provide him with a foundation in industry that is second to none. More than 4,000 people have attended his Value Based Negotiation Workshop. Steve consults with Caterpillar, United HealthCare, and other Fortune 100 companies, helping them improve the profitability of their deals. Steve lives in Seattle with his two daughters and a dog named Rocky. Find more information about him and his work at spjconsulting.com.
Price History
Cheapest price in the interval: 15.99 on November 8, 2021
Most expensive price in the interval: 15.99 on December 20, 2021
Price Archive shows prices from various stores, lets you see history and find the cheapest. There is no actual sale on the website. For all support, inquiry and suggestion messagescommunication@pricearchive.us