Negotiating With Backbone
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Negotiating With Backbone
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Author : Reed K. Holden
language : en
Publisher: FT Press
Release Date : 2015-09-21
Negotiating With Backbone written by Reed K. Holden and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-21 with Business & Economics categories.
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
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Author : Reed K. Holden
language : en
Publisher: FT Press
Release Date : 2012-05-16
Negotiating With Backbone written by Reed K. Holden and has been published by FT Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-16 with Business & Economics categories.
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
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Author : Reed K. Holden
language : en
Publisher:
Release Date : 2016
Negotiating With Backbone written by Reed K. Holden and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Customer relations categories.
How To Grow A Backbone
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Author : Susan Marshall
language : en
Publisher: McGraw Hill Professional
Release Date : 2000-09-22
How To Grow A Backbone written by Susan Marshall and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000-09-22 with Business & Economics categories.
Using straight talk laced with wry humor, top business consultant Susan Marshall highlights skills every businessperson can learn and sharpen to become stronger, more confident, and more influential on the job.
Devil S Backbone
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Author : Terry C. Johnston
language : en
Publisher: Macmillan + ORM
Release Date : 2013-07-16
Devil S Backbone written by Terry C. Johnston and has been published by Macmillan + ORM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-07-16 with Fiction categories.
Devil's Backbone Terry C. Johnston The Modoc Indians and American officials had been flirting with war in the Oregon Territory for some time. When Modoc chief Keintpoos murdered a Civil War hero during negotiations, the U.S. Army launched a deadly offensive against the rebel tribe. Besieged in the natural stronghold of the Lava Beds near Tule Lake, the Modocs waged bloody war for seven long months. Sergeant Seamus Donegan, on the trail of his uncle, Ian O'Rourke, arrived at Tule Lake just as the conflict erupted. Soon Donegan and the brooding O'Rourke found themselves embroiled in what would be the costliest war in frontier history...
Negotiate Without Fear
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Author : Victoria Medvec
language : en
Publisher: John Wiley & Sons
Release Date : 2021-07-14
Negotiate Without Fear written by Victoria Medvec and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-07-14 with Business & Economics categories.
NATIONAL BESTSELLER The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Post Ottoman Coexistence
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Author : Rebecca Bryant
language : en
Publisher: Berghahn Books
Release Date : 2016-03-01
Post Ottoman Coexistence written by Rebecca Bryant and has been published by Berghahn Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-01 with Social Science categories.
In Southeast Europe, the Balkans, and Middle East, scholars often refer to the “peaceful coexistence” of various religious and ethnic groups under the Ottoman Empire before ethnonationalist conflicts dissolved that shared space and created legacies of division. Post-Ottoman Coexistence interrogates ways of living together and asks what practices enabled centuries of cooperation and sharing, as well as how and when such sharing was disrupted. Contributors discuss both historical and contemporary practices of coexistence within the context of ethno-national conflict and its aftermath.
Successful International Negotiations
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Author : Marc Helmold
language : en
Publisher: Springer Nature
Release Date : 2020-01-21
Successful International Negotiations written by Marc Helmold and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-01-21 with Social Science categories.
This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.
Negotiation Readings Exercises And Cases
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Author : Roy Lewicki
language : en
Publisher: McGraw-Hill/Irwin
Release Date : 2007
Negotiation Readings Exercises And Cases written by Roy Lewicki and has been published by McGraw-Hill/Irwin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.
Diplomatic Negotiation
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Author : Paul Meerts
language : en
Publisher:
Release Date : 2015
Diplomatic Negotiation written by Paul Meerts and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015 with Diplomacy categories.
"Diplomatic Negotiation is difficult to grasp, both in practice and in theory. Yet it is important to get to grips with this process, as negotiations between states and in international organizations are the lifeblood of the international body politic. The Charter of the United Nations, for obvious reasons, ranks negotiation as the foremost instrument in the peaceful settlement of inter-state conflicts. Scholars of international relations, however, are still searching for methodologies and theories to explain the outcomes of negotiations by the processes that produce them. This monograph approaches the process of diplomatic negotiation from different angles, while applying a multi-faceted qualitative analysis of case studies from the past and present. It is hoped that a better understanding of negotiation as one of the main tools of diplomacy will help to enhance the effectiveness of this process as an alternative to warfare. Still, negotiation is basically a struggle in the promotion and defence of state interests. It is war by peaceful means. The central proposition of this book is that negotiations between states can only be a viable replacement of the use of violence if they are conducted within a framework of international regimes that set the rules and procedures for negotiation behaviour and mitigate lack of trust. International regimes may take the shape of international organizations, which can force countries to live up to their agreements. Diplomats and political leaders have come to recognize this, as the evolution of diplomacy in the last 400 years testifies. Diplomatic negotiation may be taken as a ceaseless series of attempts to bring more order to the international system. The current demise of the negotiation processes in the Middle East thus demonstrates the failure of the international community to build overarching negotiation structures."--Page 4 of cover.