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Paperback Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History) Book

ISBN: 1932908129

ISBN13: 9781932908121

Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History)

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Format: Hardcover

Condition: Very Good

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Book Overview

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. This description may be from another edition of this product.

Customer Reviews

15 customer ratings | 6 reviews

Rated 4 stars
Practical and readable

This is a well-written and comprehensive book on the subject. Being in professional sales and as a consultant (selling and negotiating ideas as well as services) I found the book to have lots of practical guidance and a good understanding of the emotional and psychological aspects of negotiations. The concepts may not be ground-breaking or novel, however, they are presented in an organized and useful manner. For example,...

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Rated 5 stars
Heather Bryce, Director of Sales, Brave Baby

Sales-Side Negotiation is the most detailed treatment of sales-side negotiation I've ever read. I've prided myself on my negotiation skills in sales. This book took my negotiation skills to a new level. How? Hansen clearly identifies and categorizes the types of buyers we all encounter and more importantly, the tactics they use. Responding to these tactics is NOT intuitive. It requires practice, training, and deliberate strategic...

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Rated 5 stars
Finally!

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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