Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want

ISBN-13: 9780471330219 / Angielski / Miękka / 1999 / 288 str.

Orvel Ray Wilson

Opis

This text is written specifically for businesses who must maintain their margins in the face of lower-priced competition. It offers salespeople, sales managers, marketing managers, and small business owners an arsenal of stratagems and techniques to ensure that they get what they want. It is packed with insider secrets on how to sell at prices higher than the competition. Readers can learn how guerrilla negotiating differs from typical negotiation, reasons why skills that usually make a salesperson great will ruin them in a negotiation, the most common mistakes made in negotiation, 100 negotiating weapons, and 20 things the reader can ask for in a negotiation.

Spis treści

Why Negotiate?

Negotiating Styles.

Guerrilla Negotiating Weapons.

Guerrilla Negotiating Tactics.

Guerrilla Negotiating Power Words.

Guerrilla Strategies That Fortify Your Position.

How Guerrillas Win on Price.

Opening Maneuvers.

How to Find Out What They Want.

Controlling the Negotiation.

Gaining the High Ground.

How to Keep the Deal Together.

Appendix.

Bibliography.

Index.

About the Authors.

About the Guerrilla Group Inc.

O autorze

JAY CONRAD LEVINSON is the author of the bestselling Guerrilla Marketing Series.

MARK S. A. SMITH, an internationally acclaimed speaker and writer on business, has over 300 articles published and is past president of the Colorado Speakers Association.

ORVEL RAY WILSON, CSP, is an internationally acclaimed author and speaker on sales, marketing, and management. Coauthor of Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, he is President of The Guerrilla Group, Inc., an international training and consulting firm serving clients large and small.

Blurb

"To gain 1,000 ideas all at once and gain all the advantages, read this brilliant, illuminating book." –Mark Victor Hansen, coauthor, Chicken Soup for the Soul.

"The Guerrilla Group has done it again. Sit down at the feet of the masters and learn how to negotiate right. And while you′re at it, pray that your competition doesn′t read this book." –Guy Kawasaki, author, Rules for Revolutionaries, and CEO, garage.com.

"The ′Guerrilla′ approach to business and life has become a classic. I′ve learned from the entire series . . . but this one is the best! ′Negotiating′ gives you the specifics for gaining a fair advantage. I love it."–Jim Cathcart, author, The Acorn Principle.

GUERRILLA SELLING is a registered trademark of The Guerrilla Group, Inc.