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HAWAII STATE PUBLIC LIBRARY SYSTEM
Item Information
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Summary
More Content
More by this author
Holden, Reed K., author.
Subjects
Selling.
Customer relations.
Negotiation.
Pricing.
Browse Catalog
by author:
Holden, Reed K., author.
by title:
Negotiating with bac...
MARC Display
Negotiating with backbone : eight sales strategies to defend your price and value / Reed K. Holden.
by
Holden, Reed K., author.
Old Tappan, New Jersey : Pearson Education, Inc., c2016.
Subjects
Selling.
Customer relations.
Negotiation.
Pricing.
ISBN:
9780134268415 :
0134268415
Description:
xiv, 183 pages ; 23 cm
Edition:
Second edition.
Contents:
Pt. I. The great game of procurement -- Tough selling : the new normal -- Buyer tells -- The basics of the game -- Understand your foundation of value -- Develop give-gets -- pt. II. Eight knock-'em-dead scenraios for winning the game -- Negotiating with price buyers -- Negotiating with relationship buyers -- Negotiating with value buyers -- Negotiating with poker players -- pt. III. It's a negotiation, not a surrender -- Advanced gamesmanship -- The realities of the game -- Afterword : The now and future sales opportunity.
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Copy/Holding information
Location
Collection
Call No.
Status
Hawaii State Library
Business, Science & Technology
658.8101 Ho
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Horizon Information Portal 3.25_9884
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