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The Painless Negotiation: Anchor Your Way to a Great Deal ... for Everyone - Couverture souple

Thompson, Steve

 
9781544525211: The Painless Negotiation: Anchor Your Way to a Great Deal ... for Everyone
Couverture souple
ISBN 10 : 1544525214 ISBN 13 : 9781544525211
Editeur : Value Lifestyle, 2021

Synopsis

The Painless Negotiation leverages the principles of The Compelling Proposal to turn “negotiations” into straightforward business discussions on how to best maximize the value in a deal for both parties.

Using just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the “right negotiation” to implement the best negotiation strategy.

Negotiating the “right way” then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table—or agreed to—until the whole deal is agreed to.

From the book:

“The formal negotiation is ... where either all the good things you’ve done can pay big dividends, or all the ‘sins’ you’ve committed will have to be atoned for.”

“Not creating value when selling and/or failing to ensure value delivery from previous purchases ... are the primary reasons that deals get stuck at the point of negotiation.”

“While it may seem counterintuitive, it is easier to negotiate a deal with a dozen deal levers on the table than with just one or two.”

“How you manage the negotiation with procurement will have a big influence on how the customer feels about the deal they make with you.”

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Steve Thompson is Managing Partner at Value Lifecycle(TM), which helps companies position, negotiate, and close critical business deals. In the past twenty-plus years, he has worked on more than $17 billion in B2B deals (for sellers and buyers) in dozens of industries. He previously worked in senior operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. Steve also served as a nuclear submarine officer in the US Navy.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Value Lifestyle
Date d'édition
2021
Langue
anglais
ISBN 10 
1544525214
ISBN 13 
9781544525211
Reliure
Broché
Nombre de pages
138
Coordonnées du fabricant
Manufactured by Amazon on behalf of the author
https://www.amazon.fr/hz/contact-us

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