Negotiating with Tough Customers: Never Take No for a Final Answer and Other Tac

Description: Negotiating with Tough Customers by Steve Reilly Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just "take it or leave it." You may think you are negotiating, but if the other side isnt playing, you arent either.Regardless of the industry, situation, or product, the two most common mistakes negotiators make are:1. they give ground too easily, and;2. they get nothing in return.When dealing with tough customers it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating With Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.Using a cooperative, collaborative approach in a hardball negotiation just doesnt work. Tough negotiators will play win-win, but only if they have nothing to lose.Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator...and vice versa. FORMAT Paperback LANGUAGE English CONDITION Brand New Author Biography Steve Reilly has helped heavy equipment companies negotiate the sale of mining trucks, technology companies negotiate intellectual property rights, health insurers negotiate hospital contracts, and financial services companies negotiate wealth transfer strategies. His experience as a sales rep, sales manager, and director of sales and marketing, together with 20 years consulting in the areas of negotiation, sales, and leadership, provide him with a foundation in industry that is second to none. More than 4,000 people have attended his Value Based Negotiation Workshop. Steve consults with Caterpillar, United HealthCare, and other Fortune 100 companies, helping them improve the profitability of their deals. Steve lives in Seattle with his two daughters and a dog named Rocky. Find more information about him and his work at spjconsulting.com. Review "Steve is a gifted communicator and talented advisor with a rare ability for connecting people with ideas to help them improve."--Patrick Lencioni, president, The Table Group, and best-selling author, The Five Dysfunctions of a Team and The Advantage-- "Reviews" Review Quote "Steve is a gifted communicator and talented advisor with a rare ability for connecting people with ideas to help them improve." --Patrick Lencioni, president, The Table Group, and best-selling author, The Five Dysfunctions of a Team and The Advantage Details ISBN1632650487 Author Steve Reilly Short Title NEGOTIATING W/TOUGH CUSTOMERS Language English ISBN-10 1632650487 ISBN-13 9781632650481 Media Book Format Paperback Year 2016 Imprint New Page Books,US Subtitle Never Take No for a Final Answer and Other Tactics to Win at the Bargaining Table Place of Publication New Jersey Country of Publication United States Affiliation Steve Reilly Publication Date 2016-06-25 UK Release Date 2016-06-25 NZ Release Date 2016-06-25 US Release Date 2016-06-25 Pages 256 Publisher Red Wheel/Weiser Alternative 9781564149732 DEWEY 658.85 Audience General AU Release Date 2016-08-29 We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:136548792;

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