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....
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