Red-Hot Sales Negotiation: Everything You Need to Know to Close Deals, Build Relationships, and Create Win/Win Outcomes

by Paul S. Goldner

Book Overview

Negotiation is a key skill for all salespeople. Great sales professionals need to be able to counter clients who are naturally trying to get rock-bottom prices, but at the same time maintain a good... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814473547
• ISBN13: 9780814473542
• Release Date: January 2007
• Publisher: AMACOM/American Management Association
• Length: 210 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.6" x 6.1" x 8.9"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

This is a great book with effective and easy-to-use points!

Before reading this book, I had worked in marketing and sales for multiple years, as well as taken an MBA course in negotiations, so I already knew a decent amount about negotiating. This book covered many of the main points, strategies, planning, and tactics used in negotiations. It is easy to read, with great examples. It is a great reference for any negotiator - not just sales people. Highly recommended. Before reading this, I read The Only Negotiating Guide You'll Ever Need - 101 Ways to Win Every Time in Any Situation, by Peter B. Stark and Jane Flaherty. This was a good book with some useful tactics, but negotiation strategy/planning was not covered well, which is in my opinion the most important part. If you are in to tactics, then you might enjoy picking up this book as well. But, it is no substitute for Red-Hot Sales Negotiation, in my opinion.