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 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.

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

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

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.

The Freelancer's Survival Guide

Author : Kristine Kathryn Rusch
Publisher : Wmg Publishing
ISBN 13 : 9780615756295
Total Pages : 610 pages
Book Rating : 4.7/5 (562 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 Wmg Publishing. This book was released on 2013-01-01 with total page 610 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; Online networking; The Importance of -- and the difference between -- goals and dreams; How to survive failure -- and success. 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.

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.

Negotiate Without Fear

Author : Victoria Medvec
Publisher : John Wiley & Sons
ISBN 13 : 1119719097
Total Pages : 263 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Negotiate Without Fear by : Victoria Medvec

Download or read book Negotiate Without Fear written by Victoria Medvec and published by John Wiley & Sons. This book was released on 2021-07-14 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.

Negotiating Climate Change in Crisis

Author : Steffen Böhm
Publisher : Open Book Publishers
ISBN 13 : 1800642636
Total Pages : 256 pages
Book Rating : 4.8/5 (6 download)

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Book Synopsis Negotiating Climate Change in Crisis by : Steffen Böhm

Download or read book Negotiating Climate Change in Crisis written by Steffen Böhm and published by Open Book Publishers. This book was released on 2021-09-28 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Climate change negotiations have failed the world. Despite more than thirty years of high-level, global talks on climate change, we are still seeing carbon emissions rise dramatically. This edited volume, comprising leading and emerging scholars and climate activists from around the world, takes a critical look at what has gone wrong and what is to be done to create more decisive action. Composed of twenty-eight essays—a combination of new and republished texts—the anthology is organised around seven main themes: paradigms; what counts?; extraction; dispatches from a climate change frontline country; governance; finance; and action(s). Through this multifaceted approach, the contributors ask pressing questions about how we conceptualise and respond to the climate crisis, providing both ‘big picture’ perspectives and more focussed case studies. This unique and extensive collection will be of great value to environmental and social scientists alike, as well as to the general reader interested in understanding current views on the climate crisis.

Screenwriting

Author : Declan McGrath
Publisher : Focal Press
ISBN 13 : 9780240805122
Total Pages : 190 pages
Book Rating : 4.8/5 (51 download)

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Book Synopsis Screenwriting by : Declan McGrath

Download or read book Screenwriting written by Declan McGrath and published by Focal Press. This book was released on 2003 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offering insights into the creative processes involved in being a screenwriter, this volume provides first-hand accounts of the industry from a group of 13 screenwriters. Their experiences are illustrated with script excerpts, hand-written notes, storyboards, film stills, and photographs.

The Town

Author : Shaun Prescott
Publisher : Farrar, Straus and Giroux
ISBN 13 : 0374719268
Total Pages : 167 pages
Book Rating : 4.3/5 (747 download)

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Book Synopsis The Town by : Shaun Prescott

Download or read book The Town written by Shaun Prescott and published by Farrar, Straus and Giroux. This book was released on 2020-02-04 with total page 167 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A powerfully doomy debut" (The Guardian), Shaun Prescott’s The Town is a novel of a rural Australian community besieged by modern day anxieties and threatened by a supernatural force seeking to consume the dying town. This is Australia, an unnamed, dead-end town in the heart of the outback—a desolate place of gas stations, fast-food franchises, and labyrinthine streets: flat and nearly abandoned. When a young writer arrives to research just such depressing middles-of-nowhere as they are choked into oblivion, he finds something more sinister than economic depression: the ghost towns of Australia appear to be literally disappearing. An epidemic of mysterious holes is threatening his new home’s very existence, and this discovery plunges the researcher into an abyss of weirdness from which he may never escape. Dark, slippery and unsettling, Shaun Prescott’s debut resurrects the existential novel for the age of sprawl and blight, excavates a nation’s buried history of colonial genocide, and tells a love story that asks if outsiders can ever truly belong anywhere. The result is a disquieting classic that vibrates with an occult power.

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.

Everything Irish

Author : Lelia Ruckenstein
Publisher : Ballantine Books
ISBN 13 : 0307484459
Total Pages : 482 pages
Book Rating : 4.3/5 (74 download)

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Book Synopsis Everything Irish by : Lelia Ruckenstein

Download or read book Everything Irish written by Lelia Ruckenstein and published by Ballantine Books. This book was released on 2013-11-20 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here, in one complete volume, is the depth and breadth of the great island nation and its people represented in an easily browsed, friendly format. From the Abbey Theatre to the Dublin storyteller Zozimus; from the origin of the Troubles to the origin of the limerick; from the stunning beauty of Connemara to the shattering tragedy of Bloody Sunday; from the greatest writers of the English language to the “confrontational television” of Gay Byrne’s The Late Late Show–every aspect of Irish culture, geography, and history is collected and annotated in more than 900 entries from A to Z. Readers will encounter heroes and terrorists, poets and politicians, all of Ireland’s counties, ancient myths, and pivotal events–all expertly and succinctly described and explained. With entries written by some of the world’s leading authorities on Ireland, Everything Irish is perfect for everyone, from the inquiring reader to the serious student. You can spend a few minutes learning about the much-maligned Travelers and then move on to the equally contentious (in its time) medieval tithe. Visit the majestic Cliffs of Moher and then delve into an analysis of paramilitary groups like the Irish Republican Army and the Ulster Volunteer Force. Explore the ruins of a Romanesque castle or experience the piercing light of the winter solstice inside prehistoric Newgrange, a passage grave older than the pyramids. Across centuries and across counties, the rich landscape of Irish life and heritage springs to life in these pages. An indispensable source of fascinating information and captivating anecdote, this is one book that will never be far from the hands of those with curious minds or an adventurous spirit.

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.