Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want (Guerrilla Marketing)

By Mark S.A. SmithJay Conrad LevinsonEdward Lewis, et al.

Book Overview

Guerilla Negotiating geh?rt zur Guerilla Marketing Reihe und wurde speziell f?r jene Unternehmen geschrieben, die ihre Margen trotz der billiger anbietenden Konkurrenz behaupten m?ssen. Als Folgetitel zu Guerilla Selling (1992) liefert dieses Buch Vertretern, Vertriebsmanagern, Marketing Managern und Kleinunternehmern ein wahres Arsenal von T?cken und Techniken, mit deren Hilfe sie die Erreichung ihrer Ziele sicherstellen k?nnen. Es ist das allererste Buch, das Guerilla Vertriebs- und Marketingtaktiken auf das einzigartige, spannungsgeladene Verhandlungsumfeld anwendet. Vollgepackt mit Insider-Tips, wie man teurer verkauft als die Konkurrenz! Hier lernen Sie, worin sich die Guerilla-Verhandlungstaktik von der ?blichen Verhandlungstechnik unterscheidet; 5 Gr?nde, warum die F?higkeiten, die einen guten Vertreter ausmachen, ihn in der Verhandlung scheitern lassen; die 10 h?ufigsten Fehler beim Verhandeln, 100 Verhandlungswaffen, 20 Dinge, die Sie in einer Verhandlung verlangen k?nnen und --- vieles mehr. Sachlich n?chtern und verst?ndlich geschrieben mit einer F?lle von Fallstudien und Beispielen. (y06/99)

• Format: Paperback
• Language: English
• ISBN: 0471330213
• ISBN13: 9780471330219
• Release Date: March 1999
• Publisher: Wiley
• Length: 288 Pages
• Weight: 0.92 lbs.
• Dimensions: 0.8" x 6.0" x 9.0"

Customer Reviews

Guerrillas always speak the truth

Guerrilla Negotiating provides a quality insight into effective negotiating tactics. The author teaches and advocates the following quality virtues: empathy, listening, fairness, and compassion. The virtues build upon these core belief system as a foundation for guerilla negotiation. This philosophy of doing business is based upon time, energy, and imagation. It is called philosophy because the guerrilla seeks truth and speaks the truth. Setting truth as the highest aspiration allowing the guerrilla access to information before the masses which can be used for gain.The guerrilla improves proficiency in the areas of word association, using an active voice,qualifiers, amplifiers, softeners, minimizers, directors, authority builders, trace words and phrases, imagination triggers, option degenerators, spotlight phrases, emotive directors, responsibility directors, presuppositions, comparitives, and linkages. The author emphasize the importance of good communication skills and how power words can change mental understanding of concept and context. The author differs communication into two styles: One for the internal listener and one for the external listener.Probably the best part of the book was a chapter titled, "How to win on price". Guerrillas know how their customer feels about their prices. Guerrillas know happy customers know what value they receive for a price. For instance, buyers don't stay up all night worrying how much they paid, instead, they worry what they bought won't do the job. Buyers want performance and Sellers want profit. Guerrillas know that this cycle must be maintained for their business to survive. Guerrilas try to avoid negotiating on price. I think price negotiating is a lossing game because often times the seller does know when to walk away and often they get caught in continual price battles and in some cases forced to accept lower prices.So back to communication, the author suggest 10 ways to improve your presentation: 1. Discuss specific benefits your counterpart gains 2. Show exclusive superior features and don't waste your time on the basics. 3. Project that you are reliability and dependable. 4. Position what you have to offer as the right price 5. Demostrate the time is right to decide no you now. 6. Use proof statements to support your position 7. Support your case with visual aid (visuals and discussion increase memory retention) 8. Present and emotional appeal. 9. Dramatize your stories 10. Include a demostration.

everyone in business should be forced to read this book

The overall theme of the book is excellent. Negotiations are not a zero sum, winner take all exercise. A truly successful negotiation is one in which both (or all ) parties leave satisfied and in better shape as a result of the agreement than they would be without it. Too many people in the business world take the old track and think that they need to win, and that everyone else must lose, a mindset that is distructive for themselves, customers, suppliers and anyone else they do business with. That is why this book is a must read. It also supplies examples for increasing the size of the pie before dividing it, ways to recognize predatory negotiators, how to defend against their strategy, and most importantly what YOU need to do to prepare for and conduct a successful negotiation.

Guerrilla's are the way to go!

I picked up this book because I work in the automotive sales industry, and I have been very impressed with everything that is contained in its quick-to-read pages. It is filled with ideas for anyone who is ever in any type of sales or negotiating situations, which is really everyone. The anecdotes are fun to read and filled with practical ideas, and the insights into human psychology are astounding. I highly recommend this book to ANYONE!!

Kudos J Conrad. (Keep Blazing)

Lightning strikes the White House, Lights get Dim, Supreme Competition is about to Begin. MB.