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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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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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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