Secrets of Power Negotiating for Salespeople,9781564144287

Secrets of Power Negotiating for Salespeople

by
ISBN13: 9781564144287
ISBN10: 1564144283
Format: Hardcover
Pub. Date: 1999-08-01
Publisher(s): Career Pr Inc
List Price: $26.74

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Summary

Presents to the sales person the tools to win every negotiation and leave the other person with a sense of winning. DLC: Selling.

Author Biography

Roger Dawson is one of the country's top experts on negotiating. He is founder of the Power Negotiating Institute, and has trained executives, managers, and salespeople throughout the U.S., Canada, and Australia for the past 17 years. His Nightingale-Conant cassette program Secrets of Power Negotiating is the largest-selling business cassette program ever published. Several of his books have been main selections of major book clubs.

Table of Contents

Preface Nothing Happens Until Somebody Sells Something--at a profit 7(6)
Section One: The Importance of Negotiating 13(10)
Chapter 1: Selling in the New Millennium
13(4)
Chapter 2: Win-Win Sales Negotiating
17(2)
Chapter 3: Negotiating Is Played by a Set of Rules
19(4)
Section Two: Beginning Sales Negotiating Gambits 23(36)
Chapter 4: Ask for More Than You Expect to Get
23(8)
Chapter 5: Bracketing
31(3)
Chapter 6: Never Say Yes to the First Offer
34(6)
Chapter 7: Flinching
40(4)
Chapter 8: Playing Reluctant Seller
44(4)
Chapter 9: Concentrate on the Issues
48(4)
Chapter 10: The Vise Gambit
52(7)
Section Three: Middle Sales Negotiating Gambits 59(32)
Chapter 11: Higher Authority
59(10)
Chapter 12: Avoid Confrontational Negotiating
69(3)
Chapter 13: The Declining Value of Services
72(3)
Chapter 14: Never Offer to Split the Difference
75(4)
Chapter 15: The Hot Potato
79(5)
Chapter 16: Trading Off
84(7)
Section Four: Ending Sales Negotiating Gambits 91(28)
Chapter 17: Good Guy / Bad Guy
91(6)
Chapter 18: Nibbling
97(6)
Chapter 19: Patterns of Concessions
103(4)
Chapter 20: Withdrawing an Offer
107(3)
Chapter 21: Positioning for Easy Acceptance
110(2)
Chapter 22: Writing the Contract
112(7)
Section Five: Why Money Isn't As Important As You Think 119(12)
Chapter 23: Buyers Want to Pay More, Not Less
119(4)
Chapter 24: Things That Are More Important Than Money
123(4)
Chapter 25: Finding Out How Much a Buyer Will Pay
127(4)
Section Six: Secrets of Power Sales Closing 131(26)
Chapter 26: The 4 Stages of Selling
131(2)
Chapter 27: 24 Power Closes
133(20)
Chapter 28: Questionable Closes
153(4)
Section Seven: How to Control the Negotiation 157(54)
Chapter 29: Negotiating Drives
157(7)
Chapter 30: Questionable Gambits and How to Counter Them
164(10)
Chapter 31: Negotiating with Non-Americans
174(7)
Chapter 32: Negotiating Pressure Points
181(14)
Chapter 33: Handling Problem Negotiations
195(9)
Chapter 34: Handling the Angry Person
204(7)
Section Eight: Understanding the Other Negotiator 211(30)
Chapter 35: Developing Personal Power
211(14)
Chapter 36: Understanding the Personality of the Buyer
225(11)
Chapter 37: Win-Win Sales Negotiating
236(5)
Postscript 241(2)
About the Author 243(2)
Also by Roger Dawson 245(1)
Speeches and Seminars 246(5)
Index 251

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