Negotiating With Backbone

Author : Reed K. Holden
Publisher : FT Press
Page : 151 pages
File Size : 41,5 Mb
Release : 2012-05-16
Category : Business & Economics
ISBN : 9780133064797

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Negotiating with Backbone by Reed K. Holden Pdf

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.

Author : Reed K. Holden
Publisher : FT Press
Page : 226 pages
File Size : 47,7 Mb
Release : 2015-09-21
Category : Business & Economics
ISBN : 9780134270036

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Negotiating with Backbone by Reed K. Holden Pdf

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.

Author : Reed K. Holden
Publisher : Unknown
Page : 128 pages
File Size : 50,9 Mb
Release : 2016
Category : Customer relations
ISBN : 0134270029

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Negotiating with Backbone by Reed K. Holden Pdf

Author : Frank D'Alessandro
Publisher : Unknown
Page : 216 pages
File Size : 46,6 Mb
Release : 2000
Category : Negotiation
ISBN : CORNELL:31924088085166

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Instant Negotiator by Frank D'Alessandro Pdf

Instant Negotiator Shows you: -- How to turn your natural talents into a gold mine -- How to enrich your life by mastering a powerful yet simple five-step system -- How to solve problems fast and find personal and professional satisfaction -- How to multiply your success and accumulate unimaginable wealth -- How to defend yourself against manipulative people -- How to double sales production and take your income over the top -- How to negotiate effectively with the opposite sex

Author : Deepak Malhotra
Publisher : Berrett-Koehler Publishers
Page : 295 pages
File Size : 47,9 Mb
Release : 2018-07-19
Category : Business & Economics
ISBN : 9781626566996

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Negotiating the Impossible by Deepak Malhotra Pdf

“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author

Author : Erin Watt
Publisher : Harlequin
Page : 241 pages
File Size : 40,5 Mb
Release : 2018-06-26
Category : Young Adult Fiction
ISBN : 9781488030499

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One Small Thing by Erin Watt Pdf

In this “engaging” teen romance From a #1 New York Times bestseller, “a high school senior falls for the boy who accidentally killed her sister” (Kirkus Reviews). Beth’s life hasn’t been the same since her sister died. Her parents try to lock her down, believing they can keep her safe by monitoring her every move. When Beth sneaks out to a party one night and meets the new guy in town, Chase, she’s thrilled to make a secret friend. It seems like a small thing, just for her. Only Beth doesn’t know how big her secret really is . . . Fresh out of juvie and determined to start his life over, Chase has demons to face and much to atone for, including his part in the night Beth’s sister died. Beth, who has more reason than anyone to despise him, is willing to give him a second chance. A forbidden romance is the last thing either of them planned for senior year, but the more time they spend together, the deeper their feelings get. Now Beth has a choice to make—follow the rules, or risk tearing everything apart . . . again. “Watt skillfully dissects an extremely complicated and highly improbable situation to reveal the layers of emotions experienced by Beth and other characters.” —Publishers Weekly “Erin Watt always delivers a high-octane story with plenty of twists. One Small Thing is a journey of love and forgiveness and exploring the boundaries of life. You grow with these characters as they learn how beautiful and difficult life can be.” —USA Today “Happily Ever After” Blog

Author : Martha Tod Dudman
Publisher : Simon and Schuster
Page : 257 pages
File Size : 42,5 Mb
Release : 2001-04-08
Category : Biography & Autobiography
ISBN : 9780743217224

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Augusta, Gone by Martha Tod Dudman Pdf

"I'm not telling you where I am. Don't try to find me." Remember Go Ask Alice? Augusta, Gone is the memoir Alice's mother never wrote. A single parent, Martha Tod Dudman is sure she is giving her two children the perfect life, sheltering them from the wild tumult of her own youth. But when Augusta turns fifteen, things start to happen: first the cigarette, then the blue pipe and the little bag Augusta says is aspirin. Just talking to her is like sticking your hand in the garbage disposal. Martha doesn't know if she's confronting adolescent behavior, craziness, her own failures as a parent -- or all three. Augusta, Gone is the story of a girl who is doing everything to hurt herself and a mother who would try anything to save her. It is a sorrowful tale, but not a tragic one. Though the book charts a harrowing course through the troubled waters of adolescence, hope -- that mother and daughter will be reunited and will learn to love one another again -- steers them toward a shore of forgiveness and redemption. Written with darkly seductive grace, Augusta, Gone conjures the dangerous thrill of being drawn into the heart of a whirling vortex. This daring book will be admired for its lyricism, applauded for its courage, and remembered for its power. It demands to be read from start to finish, in one breathless sitting.

Author : Jim Camp
Publisher : Crown Currency
Page : 287 pages
File Size : 43,5 Mb
Release : 2011-12-07
Category : Business & Economics
ISBN : 9781400045297

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Start with No by Jim Camp Pdf

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

Author : Steffen Böhm,Sian Sullivan
Publisher : Open Book Publishers
Page : 256 pages
File Size : 43,8 Mb
Release : 2021-09-28
Category : Science
ISBN : 9781800642638

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Negotiating Climate Change in Crisis by Steffen Böhm,Sian Sullivan Pdf

Climate change negotiations have failed the world. Despite more than thirty years of high-level, global talks on climate change, we are still seeing carbon emissions rise dramatically. This edited volume, comprising leading and emerging scholars and climate activists from around the world, takes a critical look at what has gone wrong and what is to be done to create more decisive action. Composed of twenty-eight essays—a combination of new and republished texts—the anthology is organised around seven main themes: paradigms; what counts?; extraction; dispatches from a climate change frontline country; governance; finance; and action(s). Through this multifaceted approach, the contributors ask pressing questions about how we conceptualise and respond to the climate crisis, providing both ‘big picture’ perspectives and more focussed case studies. This unique and extensive collection will be of great value to environmental and social scientists alike, as well as to the general reader interested in understanding current views on the climate crisis.

Author : John C. Condon,Tomoko Masumoto
Publisher : John Murray Press
Page : 136 pages
File Size : 43,9 Mb
Release : 2011-01-11
Category : Business & Economics
ISBN : 9780984247110

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With Respect to the Japanese by John C. Condon,Tomoko Masumoto Pdf

While Japan has been on center stage of the world economy for decades, interactions between the Japanese and Westerners continue to be on the rise. Daily communication in both business and social settings is commonplace, and connections through the Internet and mobile media make what felt distant only a few years ago seem familiar. Our cultures and social norms remain vastly different, however, and professionals working in Japan are likely to confront new challenges every day. For example, what are the three biggest challenges for Westerners who go to work in Japan? How can you tell when “yes” might mean “no”? When you are the guest in a taxi, who should sit where? In the fully updated second edition of With Respect to the Japanese, readers discover not only answers to basic etiquette questions, but also how to communicate successfully with the Japanese and, in the process, earn mutual respect. John C. Condon and Tomoko Masumoto use real-life examples (from kindergarten classrooms to the boardroom) to explain the contrast between these two distinct cultures. In this essential guide to Japanese culture, you will learn how vital societal characteristics affect communication, decision making, management styles and many other aspects of work and everyday relationships.

Author : Rémy Ngamije
Publisher : Simon and Schuster
Page : 400 pages
File Size : 40,7 Mb
Release : 2022-06-14
Category : Fiction
ISBN : 9781982164430

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The Eternal Audience of One by Rémy Ngamije Pdf

"Reminiscent of Zadie Smith and Michael Chabon, this "gorgeous, wildly funny and, above all, profoundly moving and humane" (Peter Orner, author of Am I Alone Here) coming-of-age tale follows a young man who is forced to flee his homeland of Rwanda during the Civil War and make sense of his reality"--

Author : M. Nash
Publisher : Springer
Page : 247 pages
File Size : 51,8 Mb
Release : 2012-11-14
Category : Social Science
ISBN : 9781137292155

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Making 'Postmodern' Mothers by M. Nash Pdf

Based on interviews with pregnant women, this book provides a multi-disciplinary empirical account of pregnant embodiment and how it relates to wider sociological and feminist discourses about gender, bodies, 'fitness', 'fat', celebrity and motherhood.

Author : Stuart Diamond
Publisher : Crown Currency
Page : 418 pages
File Size : 54,9 Mb
Release : 2010-12-28
Category : Business & Economics
ISBN : 9780307716910

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Getting More by Stuart Diamond Pdf

NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

Author : Laura Brown
Publisher : HarperCollins
Page : 384 pages
File Size : 40,8 Mb
Release : 2017-06-27
Category : Fiction
ISBN : 9780062495594

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Friend (With Benefits) Zone by Laura Brown Pdf

I’m ridiculously attracted to my best friend. Today is a bad day. The worst actually. After dealing with the constant manhandling that comes with being a cocktail waitress at a dive bar and surviving a date from hell, I see an eviction notice slapped on the door of my sketchy basement apartment. Great. When my best friend Devon shows up at my door and uses his stubborn charm (emphasis on stubborn) to get me to move in with him, I give in. We’ve had about a million sleepovers since we met in the kindergarten Deaf program, but this time it’s different because I can’t stop thinking about his hard body covering mine, every single night. I know Devon would do anything for me, but I’m afraid what I want to happen will ruin our friendship forever. And the more time we spend together in close quarters, the harder it’ll be to resist the spark of attraction I’ve always felt. But maybe it’s possible to have the best of both worlds: keep the one relationship I can’t live without and indulge in an attraction I can’t deny. I guess the only thing we can do is try…

Author : Samuel Dinnar,Lawrence Susskind
Publisher : Palgrave Macmillan
Page : 0 pages
File Size : 55,9 Mb
Release : 2019-02-19
Category : Business & Economics
ISBN : 3030064565

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Entrepreneurial Negotiation by Samuel Dinnar,Lawrence Susskind Pdf

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are about money when they are much more complicated than that. This book presents entrepreneurship as a series of interactions between founders, partners, potential partners, investors and others at various stages of the entrepreneurial process - from seed to exit. There are plenty of authors offering ‘tips’ on how to succeed as an entrepreneur, but no one else scrutinizes the negotiation mistakes that successful entrepreneurs talk about with the authors. As Dinnar and Susskind show, learning to handle emotions, manage uncertainty, cope with technical complexity and build long-term relationships are equally or even more important. This book spotlights eight big mistakes that entrepreneurs often make and shows how most can be prevented with some forethought. It includes interviews with high-profile entrepreneurs about their own mistakes. It also covers gender biases, cultural challenges, and when to employ agents to negotiate on your behalf. Aspiring and experienced entrepreneurs should pay attention to the negotiation errors that even the most successful entrepreneurs commonly make.