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Negotiating with backbone : eight sales strategies to defend your price and value

Author: Reed K Holden
Publisher: Old Tappan, New Jersey Pearson Education, Inc. [2016] © 2016
Edition/Format:   Print book : English : Second editionView all editions and formats
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Reed K Holden
ISBN: 9780134268415 0134268415
OCLC Number: 957733887
Accession No: (DE-604)BV043721768
Notes: Includes index.
Description: xiv, 183 Seiten ; 23 cm
Contents: Part 1. The Great Game of Procurement 1. Tough Selling---The New Normal 2. The Tells of the Game 3. The Basics of the Game 4. Understand Your Foundation of Value Part II. Eight Knock-Em-Dead Scenarios for Winning the Game 5. Develop Give-Get 6. Negotiating with Price Buyers 7. Negotiating with Relationship Buyers 8. Negotiating with Value Buyers 9. Negotiating with Poker Players Part III. It's a Negotiation, Not a Surrender 10. Advanced Gamesmanship11. The Realities of the Game
Responsibility: Reed K. Holden.

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Defeat the "Procurement Buzzsaw"...and get the margins you deserve "Negotiating with Backbone is part of our culture. We now truly understand the value of our services and know how to turn the Read more...

 
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