Average Reviews:
(More customer reviews)This is the first book on negotation strategies that I have ever found that really addresses negotiation from the sales side. There is a full section in the book that completely defines and analyzes every possible buyer negotiation tactic, and then lays out the best seller counter-tactic to deal with it. Brilliant! I wish I had this years ago.
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Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's counter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter with a captivating historical event, Sales-Side Negotiation both informs and entertains.Exercise Seller-Negotiator Power. Recognizing and Overcoming Tactics. Minimize Discounts. Prevent Unwarranted Concessions.
