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9781563825132

Successful Selling

by
  • ISBN13:

    9781563825132

  • ISBN10:

    1563825139

  • Format: Paperback
  • Copyright: 2002-02-01
  • Publisher: Made Ez Products
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List Price: $14.95

Author Biography

Gerard I. Nierenberg is one of America's most highly acclaimed speakers and seminar leaders

Table of Contents

Introduction 7(2)
Becoming a Master Negotiator
9(18)
Looking at the Whole Picture
27(18)
What To Look Out For--Portrait of the No-Sale
45(10)
Coming In Out of the Cold: The Realities of Negotiation
55(8)
Buying Skills: The Purchasing Agent's Opportunities
63(18)
Selling: The Reverse Side of the Coin
81(12)
Negotiating Skills For Real Estate: Making the Big Sale
93(6)
Strategies and Counterstrategies
99(26)
Disclosure: Sales Clincher or Cliche
125(8)
What To Disclose
133(8)
Climates: Worst-Case and Best-case Studies
141(14)
Prisoner or Free Agent? The Choice is Yours
155(18)
What Happened to the Bacon? Only Time Will Tell
173(10)
What It Takes To Be Heard
183(12)
Negotiation Skills in Everyday Life
195(4)
Final Hints and Advice for the Master Negotiator
199(8)
Step-by-Step Negotiation Preparation
207(20)
Glossary of Terms 227(12)
Index 239

Supplemental Materials

What is included with this book?

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