Negotiating with Backbone
Negotiating with Backbone

Author: Reed K. Holden

Publisher: FT Press

Published: 2015-09-21

Total Pages: 226

ISBN-13: 0134270037

DOWNLOAD EBOOK

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

Negotiating with Backbone
Negotiating with Backbone

Author: Reed K. Holden

Publisher: FT Press

Published: 2012-05-16

Total Pages: 218

ISBN-13: 0133064794

DOWNLOAD EBOOK

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

Negotiating with Backbone
Negotiating with Backbone

Author: Reed K. Holden

Publisher: Pearson Education

Published: 2012

Total Pages: 199

ISBN-13: 013306476X

DOWNLOAD EBOOK

Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.

Negotiating Cultures and Identities
Negotiating Cultures and Identities

Author: John L. Caughey

Publisher: U of Nebraska Press

Published: 2006-12-01

Total Pages: 273

ISBN-13: 080325623X

DOWNLOAD EBOOK

Negotiating Cultures and Identities examines issues, methods, and models for doing life history research with individual Americans based on interviews and participant observation. John L. Caughey helps students and other researchers explore the ways in which contemporary Americans are influenced by multiple cultural traditions, including ethnic, religious, and occupational frames of reference. Using the example of Salma, a bicultural woman of Pakistani descent who lives in the United States, and the story of Gina, a multicultural American, Caughey examines how to capture the complexity of each situation, including step-by-step methods and exercises that lead the student interviewer through the process of locating and interviewing a research participant, making sense of the material obtained, and writing a cultural portrait. Arguing that comparison between the subject’s life and one’s own is an essential part of the process, the methodology also encourages the investigator to research his or her own social and cultural orientations along the way and to contrast these with those of the subject. The book offers a practical, manageable, and engaging form of qualitative research. It prepares the student to do grounded, experiential work outside the classroom and to explore important issues in contemporary American society, including ethnicity, race, identity, disability, gender, class, occupation, religion, and spirituality as they are culturally understood and experienced in the lives of individual Americans.

Negotiating the Impossible
Negotiating the Impossible

Author: Deepak Malhotra

Publisher: Berrett-Koehler Publishers

Published: 2018-07-19

Total Pages: 295

ISBN-13: 1626566992

DOWNLOAD EBOOK

“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Instant Negotiator
Instant Negotiator

Author: Frank D'Alessandro

Publisher:

Published: 2000

Total Pages: 216

ISBN-13:

DOWNLOAD EBOOK

Instant Negotiator Shows you: -- How to turn your natural talents into a gold mine -- How to enrich your life by mastering a powerful yet simple five-step system -- How to solve problems fast and find personal and professional satisfaction -- How to multiply your success and accumulate unimaginable wealth -- How to defend yourself against manipulative people -- How to double sales production and take your income over the top -- How to negotiate effectively with the opposite sex

Partnership Parenting
Partnership Parenting

Author: Kyle Pruett

Publisher: ReadHowYouWant.com

Published: 2010-05

Total Pages: 398

ISBN-13: 1458754855

DOWNLOAD EBOOK

Men and women not only have naturally different communication styles, but unique approaches to parenting as well. While mothers tend to overprotect their kids, fathers tend to push them toward independence. And whereas many experts tend to advocate ''a united front,'' Drs. Kyle and Marsha Pruett reveal how Mom and Dad not always being on exactly the same page - which, initially, may seem to cause conflict - can actually strengthen the whole family. Informed by the Pruetts' research and extensive experience with parents and children, Partnership Parenting offers a new outlook. In addition to fascinating biological insights, the book features strategies for negotiating common ''landmine situations'' from birth to age eight, from discipline and bedtime to helping kids with homework and teaching them responsibility. With wisdom and humor, Partnership Parenting helps couples take advantage of their individual strengths to raise confident children while simultaneously improving their marriage.

Entrepreneurial Negotiation
Entrepreneurial Negotiation

Author: Samuel Dinnar

Publisher: Palgrave Macmillan

Published: 2018-08-31

Total Pages: 0

ISBN-13: 9783319925424

DOWNLOAD EBOOK

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.

The Most Dangerous Business Book You'll Ever Read
The Most Dangerous Business Book You'll Ever Read

Author: Gregory Hartley

Publisher: John Wiley & Sons

Published: 2011-02-17

Total Pages: 228

ISBN-13: 1118001745

DOWNLOAD EBOOK

Hone your professional approach to a razor's edge using lessons from military and civilian intelligence The Most Dangerous Business Book You'll Ever Read brings expertise from military and civilian intelligence operations into your business life. It lays out hard-hitting interpersonal skills to raise your level of professional effectiveness and vanquish your competition. The Most Dangerous Business Book You'll Ever Read features former Army interrogator Gregory Hartley's unique system of profiling, formula for persuasion, and framework for establishing expertise quickly. Gregory makes his system concrete with case studies, tables, diagrams, and more. Question like a Polygrapher Sort Personalities like a Profiler Close a Deal like a Hostage Negotiator Interview like an Interrogator Network like a Spy Research like an Intelligence Analyst Decide like a SEAL Team-Build like Special Ops Take your career focus to the next level. Discover the skills they don't teach in business school with The Most Dangerous Business Book You'll Ever Read.