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Is That Your Hand in My Pocket? : The Sales Professional's Guide to Negotiating
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ISBN
:
9788131723708
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Publisher
:
Pearson
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Subject
:
Business & Management
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Binding
:
Hardcover
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Pages
:
256
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Year
:
2008
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350.0
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Description
Is That Your Hand in My Pocket? Teaches the secrets of negotiation, addressing the process from the establishment of power to closing a deal. Relationship selling may not be as dead as disco (yet), but it needs to get its affairs in order. More and more often, large companies are looking at those cozy vendor relationships that their buyers have, and they are wondering if all that warm, fuzzy, win-win attitude isn’t costing them a few points at the bottom line. If you aren’t dealing with career purchasing people yet, you owe it to yourself to prepare for the day when you will have to. In the happy event that your industry is not moving in that direction, this book will make you a more effective negotiator inside and outside your company. This book is dedicated to hardworking sales professionals everywhere.For Sale in Indian subcontinent onlyContents 1. Why Buyers Don't Want You to Read This Book 2. Does Your Negotiating Style Really Matter? 3. Dealing with Tough Negotiators 4. Setting the Tone 5. Overcoming the Bad Things Buyers Learn in "School" 6. What Buyers Are Saying When They Aren't Speaking 7. The Gender Difference: Is It Real? 8. The Lost Art of Saving Face 9. Planning: The Key to Power 10. Negotiation Strategy 11. Power: How to Get It and How to Hang on to It When the Action Gets Heavy 12. Why Won't We Ask Why? 13. Your Negotiating Team: Godsend or Disaster? It's Up to You 14. Creativity: The Best Negotiator's Secret of Success 15. Concluding the Deal-Finally 16. What Do You Mean, I'm in a Reverse Auction? 17. Tying It All Together 18. Testing Your Knowledge (Are You Really Ready to Face Those Buyers?)
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