Secrets of Power Negotiating for Salespeople

by Dawson, Roger

• ISBN13: 9781564144287
• ISBN10: 1564144283
• Format: Hardcover
• Copyright: 1999-08-01
• Publisher: Career Pr Inc

Summary

Presents to the sales person the tools to win every negotiation and leave the other person with a sense of winning. DLC: Selling.

Author Biography

Roger Dawson is one of the country's top experts on negotiating. He is founder of the Power Negotiating Institute, and has trained executives, managers, and salespeople throughout the U.S., Canada, and Australia for the past 17 years. His Nightingale-Conant cassette program Secrets of Power Negotiating is the largest-selling business cassette program ever published. Several of his books have been main selections of major book clubs.

Table of Contents

Preface Nothing Happens Until Somebody Sells Something--at a profit	7	(6)
Section One: The Importance of Negotiating	13	(10)
Chapter 1: Selling in the New Millennium	13	(4)
Chapter 2: Win-Win Sales Negotiating	17	(2)
Chapter 3: Negotiating Is Played by a Set of Rules	19	(4)
Section Two: Beginning Sales Negotiating Gambits	23	(36)
Chapter 4: Ask for More Than You Expect to Get	23	(8)
Chapter 5: Bracketing	31	(3)
Chapter 6: Never Say Yes to the First Offer	34	(6)
Chapter 7: Flinching	40	(4)
Chapter 8: Playing Reluctant Seller	44	(4)
Chapter 9: Concentrate on the Issues	48	(4)
Chapter 10: The Vise Gambit	52	(7)
Section Three: Middle Sales Negotiating Gambits	59	(32)
Chapter 11: Higher Authority	59	(10)
Chapter 12: Avoid Confrontational Negotiating	69	(3)
Chapter 13: The Declining Value of Services	72	(3)
Chapter 14: Never Offer to Split the Difference	75	(4)
Chapter 15: The Hot Potato	79	(5)
Chapter 16: Trading Off	84	(7)
Section Four: Ending Sales Negotiating Gambits	91	(28)
Chapter 17: Good Guy / Bad Guy	91	(6)
Chapter 18: Nibbling	97	(6)
Chapter 19: Patterns of Concessions	103	(4)
Chapter 20: Withdrawing an Offer	107	(3)
Chapter 21: Positioning for Easy Acceptance	110	(2)
Chapter 22: Writing the Contract	112	(7)
Section Five: Why Money Isn't As Important As You Think	119	(12)
Chapter 23: Buyers Want to Pay More, Not Less	119	(4)
Chapter 24: Things That Are More Important Than Money	123	(4)
Chapter 25: Finding Out How Much a Buyer Will Pay	127	(4)
Section Six: Secrets of Power Sales Closing	131	(26)
Chapter 26: The 4 Stages of Selling	131	(2)
Chapter 27: 24 Power Closes	133	(20)
Chapter 28: Questionable Closes	153	(4)
Section Seven: How to Control the Negotiation	157	(54)
Chapter 29: Negotiating Drives	157	(7)
Chapter 30: Questionable Gambits and How to Counter Them	164	(10)
Chapter 31: Negotiating with Non-Americans	174	(7)
Chapter 32: Negotiating Pressure Points	181	(14)
Chapter 33: Handling Problem Negotiations	195	(9)
Chapter 34: Handling the Angry Person	204	(7)
Section Eight: Understanding the Other Negotiator	211	(30)
Chapter 35: Developing Personal Power	211	(14)
Chapter 36: Understanding the Personality of the Buyer	225	(11)
Chapter 37: Win-Win Sales Negotiating	236	(5)
Postscript	241	(2)
About the Author	243	(2)
Also by Roger Dawson	245	(1)
Speeches and Seminars	246	(5)
Index	251