Negotiating With Backbone

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Negotiating with Backbone

Author : Reed K. Holden
Publisher : FT Press
ISBN 13 : 0133064794
Total Pages : 151 pages
Book Rating : 4.1/5 (33 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by FT Press. This book was released on 2012-05-16 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

Negotiating with Backbone

Author : Reed K. Holden
Publisher : FT Press
ISBN 13 : 0134270037
Total Pages : 226 pages
Book Rating : 4.1/5 (342 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by FT Press. This book was released on 2015-09-21 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

Negotiating with Backbone

Author : Reed K. Holden
Publisher :
ISBN 13 : 9780134270029
Total Pages : pages
Book Rating : 4.2/5 (7 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by . This book was released on 2016 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Negotiating the Impossible

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626566992
Total Pages : 295 pages
Book Rating : 4.6/5 (265 download)

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Book Synopsis Negotiating the Impossible by : Deepak Malhotra

Download or read book Negotiating the Impossible written by Deepak Malhotra and published by Berrett-Koehler Publishers. This book was released on 2018-07-19 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Negotiating with Backbone

Author : Reed K. Holden
Publisher : Pearson Education
ISBN 13 : 013306476X
Total Pages : 199 pages
Book Rating : 4.1/5 (33 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by Pearson Education. This book was released on 2012 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.

Instant Negotiator

Author : Frank D'Alessandro
Publisher :
ISBN 13 :
Total Pages : 216 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Instant Negotiator by : Frank D'Alessandro

Download or read book Instant Negotiator written by Frank D'Alessandro and published by . This book was released on 2000 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Instant Negotiator Shows you: -- How to turn your natural talents into a gold mine -- How to enrich your life by mastering a powerful yet simple five-step system -- How to solve problems fast and find personal and professional satisfaction -- How to multiply your success and accumulate unimaginable wealth -- How to defend yourself against manipulative people -- How to double sales production and take your income over the top -- How to negotiate effectively with the opposite sex

The Freelancer's Survival Guide

Author : Kristine Kathryn Rusch
Publisher : CreateSpace
ISBN 13 : 9781456343873
Total Pages : 0 pages
Book Rating : 4.3/5 (438 download)

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Book Synopsis The Freelancer's Survival Guide by : Kristine Kathryn Rusch

Download or read book The Freelancer's Survival Guide written by Kristine Kathryn Rusch and published by CreateSpace. This book was released on 2010-11-06 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most people become freelancers without any idea of how to run a business. They learn in the school of hard knocks. Kristine Kathryn Rusch has taken the school of hard knocks and made it into one of the most useful business books written in years. Included are these indispensable topics:*How To Negotiate Anything: Freelancers must negotiate everything from the rent they pay to the contracts they sign. Here's how to negotiate on your own-and when to hire someone to negotiate for you.*Online Networking: In addition to tricks and strategies for online networking from Rusch herself, this Guide also includes advice from such online networking experts as Neil Gaiman, Michael A. Stackpole, and Mitch Wagner.*The Importance of-and the Difference between-Goals And Dreams: Freelancers often confuse their goals with their dreams. Rusch offers practical advice on how to meet your goals, and the importance of dreaming big*How To Survive Failure-and Success: Success, more than failure, derails many freelancers. Rusch explains how to turn your failures into successes-and how to optimize the success when it finally happens.

Start with No

Author : Jim Camp
Publisher : Crown Currency
ISBN 13 : 1400045290
Total Pages : 287 pages
Book Rating : 4.4/5 ( download)

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Book Synopsis Start with No by : Jim Camp

Download or read book Start with No written by Jim Camp and published by Crown Currency. This book was released on 2011-12-07 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

High-Impact Sales Force Automation

Author : Glen Petersen
Publisher : CRC Press
ISBN 13 : 1000893820
Total Pages : 296 pages
Book Rating : 4.0/5 (8 download)

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Book Synopsis High-Impact Sales Force Automation by : Glen Petersen

Download or read book High-Impact Sales Force Automation written by Glen Petersen and published by CRC Press. This book was released on 2023-08-11 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation. And all with a sharp focus on the backbone of any business: the customer. This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to any organization as simple as clicking on a mouse.

Augusta, Gone

Author : Martha Tod Dudman
Publisher : Simon and Schuster
ISBN 13 : 0743217225
Total Pages : 257 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis Augusta, Gone by : Martha Tod Dudman

Download or read book Augusta, Gone written by Martha Tod Dudman and published by Simon and Schuster. This book was released on 2001-04-08 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: "I'm not telling you where I am. Don't try to find me." Remember Go Ask Alice? Augusta, Gone is the memoir Alice's mother never wrote. A single parent, Martha Tod Dudman is sure she is giving her two children the perfect life, sheltering them from the wild tumult of her own youth. But when Augusta turns fifteen, things start to happen: first the cigarette, then the blue pipe and the little bag Augusta says is aspirin. Just talking to her is like sticking your hand in the garbage disposal. Martha doesn't know if she's confronting adolescent behavior, craziness, her own failures as a parent -- or all three. Augusta, Gone is the story of a girl who is doing everything to hurt herself and a mother who would try anything to save her. It is a sorrowful tale, but not a tragic one. Though the book charts a harrowing course through the troubled waters of adolescence, hope -- that mother and daughter will be reunited and will learn to love one another again -- steers them toward a shore of forgiveness and redemption. Written with darkly seductive grace, Augusta, Gone conjures the dangerous thrill of being drawn into the heart of a whirling vortex. This daring book will be admired for its lyricism, applauded for its courage, and remembered for its power. It demands to be read from start to finish, in one breathless sitting.

Knowing Your Value

Author : Mika Brzezinski
Publisher :
ISBN 13 : 160286134X
Total Pages : 208 pages
Book Rating : 4.6/5 (28 download)

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Book Synopsis Knowing Your Value by : Mika Brzezinski

Download or read book Knowing Your Value written by Mika Brzezinski and published by . This book was released on 2011-04-26 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the rising star of MSNBC's "Morning Joe" and "New York Times"-bestselling author of "All Things at Once" comes a timely and powerful look at women's value in the workplace.

The Most Dangerous Business Book You'll Ever Read

Author : Gregory Hartley
Publisher : John Wiley & Sons
ISBN 13 : 1118001745
Total Pages : 228 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis The Most Dangerous Business Book You'll Ever Read by : Gregory Hartley

Download or read book The Most Dangerous Business Book You'll Ever Read written by Gregory Hartley and published by John Wiley & Sons. This book was released on 2011-02-17 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hone your professional approach to a razor's edge using lessons from military and civilian intelligence The Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition. The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more. Question like a Polygrapher Sort Personalities like a Profiler Close a Deal like a Hostage Negotiator Interview like an Interrogator Network like a Spy Research like an Intelligence Analyst Decide like a SEAL Team-Build like Special Ops Take your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.

With Respect to the Japanese

Author : John C. Condon
Publisher : John Murray Press
ISBN 13 : 0984247114
Total Pages : 136 pages
Book Rating : 4.9/5 (842 download)

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Book Synopsis With Respect to the Japanese by : John C. Condon

Download or read book With Respect to the Japanese written by John C. Condon and published by John Murray Press. This book was released on 2011-01-11 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: While Japan has been on center stage of the world economy for decades, interactions between the Japanese and Westerners continue to be on the rise. Daily communication in both business and social settings is commonplace, and connections through the Internet and mobile media make what felt distant only a few years ago seem familiar. Our cultures and social norms remain vastly different, however, and professionals working in Japan are likely to confront new challenges every day. For example, what are the three biggest challenges for Westerners who go to work in Japan? How can you tell when “yes” might mean “no”? When you are the guest in a taxi, who should sit where? In the fully updated second edition of With Respect to the Japanese, readers discover not only answers to basic etiquette questions, but also how to communicate successfully with the Japanese and, in the process, earn mutual respect. John C. Condon and Tomoko Masumoto use real-life examples (from kindergarten classrooms to the boardroom) to explain the contrast between these two distinct cultures. In this essential guide to Japanese culture, you will learn how vital societal characteristics affect communication, decision making, management styles and many other aspects of work and everyday relationships.

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Getting More

Author : Stuart Diamond
Publisher : Crown Currency
ISBN 13 : 0307716910
Total Pages : 418 pages
Book Rating : 4.3/5 (77 download)

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Book Synopsis Getting More by : Stuart Diamond

Download or read book Getting More written by Stuart Diamond and published by Crown Currency. This book was released on 2010-12-28 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

A King's Ransom

Author : Sharon Kay Penman
Publisher : Penguin
ISBN 13 : 0698167171
Total Pages : 704 pages
Book Rating : 4.6/5 (981 download)

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Book Synopsis A King's Ransom by : Sharon Kay Penman

Download or read book A King's Ransom written by Sharon Kay Penman and published by Penguin. This book was released on 2014-03-04 with total page 704 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sharon Kay Penman follows up her acclaimed novel Lionheart with this vivid and heart-wrenching New York Times bestseller about the last event-filled years in the life of Richard I of England, Coeur de Lion. November 1192. After his bloody crusade in the Kingdom of Jerusalem, Richard and his crew are overcome by a sudden storm, its fierce winds propelling the ship onto the Sicilian shore. But this misfortune is just the beginning. Forced to make a dangerous choice, Richard finds himself in enemy territory, where he is captured—in violation of the papal decree protecting all crusaders—and handed over to the Holy Roman Emperor. Imprisoned in the notorious fortress at Trifels, from which few ever leave alive, Richard, for the first time in his life, experiences pure, visceral fear—while his mother, Eleanor of Aquitaine, moves heaven and earth to secure his release. Amid betrayals, intrigues, infidelities, wars, and illness, Richard’s courage and intelligence will become legend.

Entrepreneurial Negotiation

Author : Samuel Dinnar
Publisher : Palgrave Macmillan
ISBN 13 : 9783030064563
Total Pages : 0 pages
Book Rating : 4.0/5 (645 download)

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Book Synopsis Entrepreneurial Negotiation by : Samuel Dinnar

Download or read book Entrepreneurial Negotiation written by Samuel Dinnar and published by Palgrave Macmillan. This book was released on 2019-02-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.