Negotiation Techniques That Really Work!
by Schiffman, StephanFormat: Paperback
Pub. Date: 2009-12-18
Publisher(s): Adams Media Corp
Other versions by this Author
List Price: $12.79
Buy New
Special Order. We will make every effort to obtain this item but cannot guarantee stock or timing.
$12.18
Rent Book
Select for Price
Used Book
We're Sorry
Sold Out
eBook
We're Sorry
Not Available
How Marketplace Works:
- This item is offered by an independent seller and not shipped from our warehouse
- Item details like edition and cover design may differ from our description; see seller's comments before ordering.
- Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
- Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
- Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.
Summary
Stephan Schiffman(New York, NY) has trained more than 500,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer’s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books asCold Calling Techniques (That Really Work!)andClosing Techniques (That Really Work!).
Author Biography
Stephan Schiffman has Trained more than 500,000 sales people at firms such as ATT Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is the author of such best-selling books as Cold Calling Techniques (Thai Really Work!) and Closing Techniques (That Really Work!). He lives in New York City.
Table of Contents
| Introduction | p. vii |
| Before You Sit Down at the Table | p. 1 |
| Ask the Right Questions | p. 3 |
| What Exactly Is a Negotiation? | p. 10 |
| Get a Winning Attitude | p. 16 |
| They Want to Win | p. 24 |
| Stop the Discounting Madness! | p. 30 |
| Never Be Lied To | p. 37 |
| Draw Up Your Battle Plan | p. 43 |
| What's Your Alternative to a Deal? | p. 50 |
| Preparing Yourself | p. 56 |
| Sitting at the Table | p. 63 |
| Making the First Moves | p. 65 |
| How to Structure Offers and Counteroffers | p. 72 |
| Tricks of the Trade | p. 79 |
| What Not to Do | p. 86 |
| Who Are You Talking To? | p. 93 |
| What to Do When the Discussion Stalls | p. 98 |
| When to Be Tough, and When to Be Easy | p. 104 |
| Calling It Quits | p. 110 |
| The End Game | p. 116 |
| The Devil's in the Details | p. 123 |
| How to Win, How to Lose | p. 128 |
| Coming Back to the Table | p. 134 |
| Some Final Thoughts | p. 140 |
| Index | p. 145 |
| Table of Contents provided by Ingram. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.