Physical
In CirculationUnderstanding Negotiation Dynamics:
Building Rapport:
Preparation and Planning:
Effective Communication:
Creating Win-Win Solutions:
Handling Objections:
Adapting to Different Negotiation Styles:
Emotional Intelligence in Negotiation:
Closing Deals Effectively:
Learning from Experience:
Language | English |
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ISBN-10 | 8131723704 |
ISBN-13 | 9788131723708 |
No of pages | 256 |
Font Size | Medium |
Book Publisher | Pearson Education |
Published Date | 01 Jan 2008 |
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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.