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Introduction vii
Part 1 Before You Sit Down at the Table 1
Chapter 1 Ask the Right Questions 3
Chapter 2 What Exactly Is a Negotiation? 10
Chapter 3 Get a Winning Attitude 16
Chapter 4 They Want to Win 24
Chapter 5 Stop the Discounting Madness! 30
Chapter 6 Never Be Lied To 37
Chapter 7 Draw Up Your Battle Plan 43
Chapter 8 What's Your Alternative to a Deal? 50
Chapter 9 Preparing Yourself 56
Part 2 Sitting at the Table 63
Chapter 10 Making the First Moves 65
Chapter 11 How to Structure Offers and Counteroffers 72
Chapter 12 Tricks of the Trade 79
Chapter 13 What Not to Do 86
Chapter 14 Who Are You Talking To? 93
Chapter 15 What to Do When the Discussion Stalls 98
Chapter 16 When to Be Tough, and When to Be Easy 104
Chapter 17 Calling It Quits 110
Chapter 18 The End Game 116
Chapter 19 The Devil's in the Details 123
Chapter 20 How to Win, How to Lose 128
Chapter 21 Coming Back to the Table 134
Chapter 22 Some Final Thoughts 140
Index 145
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Add Negotiation Techniques (That Really Work!), Sales is all about negotiation. Price. Delivery. Terms. And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, h, Negotiation Techniques (That Really Work!) to the inventory that you are selling on WonderClubX
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Add Negotiation Techniques (That Really Work!), Sales is all about negotiation. Price. Delivery. Terms. And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, h, Negotiation Techniques (That Really Work!) to your collection on WonderClub |