TY  - BOOK
AU  - Dawson,Roger
TI  - Secrets of power negotiating for salespeople: inside secrets from a master negotiator 
SN  - 058522689X
AV  - HF5438.25 .D392 1999eb
U1  - 658.85 21
PY  - 1999///
CY  - Franklin Lakes, N.J.
PB  - Career Press
KW  - Selling
KW  - Negotiation in business
KW  - BUSINESS & ECONOMICS
KW  - Marketing
KW  - General
KW  - bisacsh
KW  - Distribution
KW  - fast
KW  - Commerce
KW  - hilcc
KW  - Marketing & Sales
KW  - Business & Economics
KW  - Electronic books
N1  - Includes index; Preface: Nothing Happens Until Somebody Sells Something--at a profit --; The Importance of Negotiating --; Selling in the New Millennium --; Win-Win Sales Negotiating --; Negotiating Is Played by a Set of Rules --; Beginning Sales Negotiating Gambits --; Ask for More Than You Expect to Get --; Bracketing --; Never Say Yes to the First Offer --; Flinching --; Playing Reluctant Seller --; Concentrate on the Issues --; The Vise Gambit --; Middle Sales Negotiating Gambits --; Higher Authority --; Avoid Confrontational Negotiating --; The Declining Value of Services --; Never Offer to Split the Difference --; The Hot Potato --; Trading Off --; Ending Sales Negotiating Gambits --; Good Guy / Bad Guy --; Nibbling --; Patterns of Concessions --; Withdrawing an Offer --; Positioning for Easy Acceptance --; Writing the Contract --; Why Money Isn't As Important As You Think --; Buyers Want to Pay More, Not Less --; Things That Are More Important Than Money --; Finding Out How Much a Buyer Will Pay --; Secrets of Power Sales Closing --; The 4 Stages of Selling --; 24 Power Closes --; Questionable Closes --; How to Control the Negotiation --; Negotiating Drives --; Questionable Gambits and How to Counter Them --; Negotiating with Non-Americans --; Negotiating Pressure Points --; Handling Problem Negotiations --; Handling the Angry Person --; Understanding the Other Negotiator --; Developing Personal Power --; Understanding the Personality of the Buyer --; Win-Win Sales Negotiating --; Also by Roger Dawson --; Speeches and Seminars; Electronic reproduction; [S.l.]; HathiTrust Digital Library; 2011
N2  - In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales
UR  - https://libproxy.firstcity.edu.my:8443/login?url=http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153
ER  -