Power negotiating for salespeople : inside secrets from a master negotiator / Roger Dawson.

Format:

Book

Author/Creator:

Dawson, Roger, 1940- author.

Language:

English

Subjects (All):

Selling.

Negotiation in business.

Physical Description:

1 online resource (256 pages)

Edition:

2nd edition

Other Title:

Power negotiating for sales people

Place of Publication:

Newburyport, Massachusetts : Career Press, [2019]

System Details:

text file

Summary:

Master negotiator Roger Dawson turns his attention to the person on the other side of the desk—the salesperson who’s trying to close a deal with the most favorable terms. The goal of most negotiations is to create a win-win situation. Imagine if you could win every negotiation and leave the other person feeling like he or she has won too? This book teaches you how to be the power sales negotiator who can do exactly that. You will always come away from the negotiating table knowing that you have won and that you have improved your relationship with your buyer. Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately. In addition, he shows salespeople how to: Master the nine elements of power that control negotiating situations Ask for more than you expect to get Negotiate with individuals from other cultures Analyze personality styles and adapt to them Master the 24 power closes Power Negotiating for Salespeople is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation and will enable any salesperson to take a quantum leap in sales.

Notes:

Description based on print version record.

"Previously published in hardcover in 1999 by Career Press ... Originally published as Secrets of Power Negotiating for Salespeople."--Title page verso.

Includes index.

ISBN:

9781632658616

1632658615