Negotiating is a fact of life for everyone. But it's crucial for anyone in sales.
Here Roger Dawson explains the ins and outs of power negotiation-a process with its own secret rules and procedures. Knowing these rules will enable you to negotiate intelligently and honestly-in sales and in any other area of life.
Power negotiating is not what you think. It's an art and a science for reaching an outcome where both parties feel that they've won.
This densely packed and easy to understand book will give you a wealth of information, including:
• What makes a power negotiator. • Why you should always turn down the first offer. • The single most important expression you can use in negotiation. • How to nibble for added advantages, and how to keep someone from nibbling at you. • How to adapt your negotiation to different personality styles. • Using powerful techniques such as invoking higher authority and good guy/bad guy. • Turning pressure points to your advantage. • Resolving obstacles to successful outcomes. • Adapting your negotiating style to people of other cultures. The real secret to a win-win solution. And much, much more.
If you'll learn and apply the secrets in this book, you'll never again feel that you've lost in a negotiation.
