Secrets of power negotiating for salespeople :: inside secrets from a master negotiator /
In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Franklin Lakes, N.J. :
Career Press,
©1999.
|
| Schlagworte: | |
| Online-Zugang: | Volltext Volltext |
| Zusammenfassung: | In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. |
| Beschreibung: | Includes index. |
| Beschreibung: | 1 online resource (255 pages) |
| Format: | Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. |
| ISBN: | 058522689X 9780585226897 9781453254134 1453254137 |
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| 100 | 1 | |a Dawson, Roger, |d 1940- |1 https://id.oclc.org/worldcat/entity/E39PBJrWyxbxDmChFfB8fWc773 |0 http://id.loc.gov/authorities/names/n85019412 | |
| 245 | 1 | 0 | |a Secrets of power negotiating for salespeople : |b inside secrets from a master negotiator / |c by Roger Dawson. |
| 260 | |a Franklin Lakes, N.J. : |b Career Press, |c ©1999. | ||
| 300 | |a 1 online resource (255 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
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| 500 | |a Includes index. | ||
| 505 | 0 | 0 | |t Preface: Nothing Happens Until Somebody Sells Something--at a profit -- |t The Importance of Negotiating -- |t Selling in the New Millennium -- |t Win-Win Sales Negotiating -- |t Negotiating Is Played by a Set of Rules -- |t Beginning Sales Negotiating Gambits -- |t Ask for More Than You Expect to Get -- |t Bracketing -- |t Never Say Yes to the First Offer -- |t Flinching -- |t Playing Reluctant Seller -- |t Concentrate on the Issues -- |t The Vise Gambit -- |t Middle Sales Negotiating Gambits -- |t Higher Authority -- |t Avoid Confrontational Negotiating -- |t The Declining Value of Services -- |t Never Offer to Split the Difference -- |t The Hot Potato -- |t Trading Off -- |t Ending Sales Negotiating Gambits -- |t Good Guy / Bad Guy -- |t Nibbling -- |t Patterns of Concessions -- |t Withdrawing an Offer -- |t Positioning for Easy Acceptance -- |t Writing the Contract -- |t Why Money Isn't As Important As You Think -- |t Buyers Want to Pay More, Not Less -- |t Things That Are More Important Than Money -- |t Finding Out How Much a Buyer Will Pay -- |t Secrets of Power Sales Closing -- |t The 4 Stages of Selling -- |t 24 Power Closes -- |t Questionable Closes -- |t How to Control the Negotiation -- |t Negotiating Drives -- |t Questionable Gambits and How to Counter Them -- |t Negotiating with Non-Americans -- |t Negotiating Pressure Points -- |t Handling Problem Negotiations -- |t Handling the Angry Person -- |t Understanding the Other Negotiator -- |t Developing Personal Power -- |t Understanding the Personality of the Buyer -- |t Win-Win Sales Negotiating -- |t Also by Roger Dawson -- |t Speeches and Seminars. |
| 588 | 0 | |a Print version record. | |
| 520 | |a In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. | ||
| 506 | |3 Use copy |f Restrictions unspecified |2 star |5 MiAaHDL | ||
| 533 | |a Electronic reproduction. |b [Place of publication not identified] : |c HathiTrust Digital Library, |d 2011. |5 MiAaHDL | ||
| 538 | |a Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. |u http://purl.oclc.org/DLF/benchrepro0212 |5 MiAaHDL | ||
| 583 | 1 | |a digitized |c 2011 |h HathiTrust Digital Library |l committed to preserve |2 pda |5 MiAaHDL | |
| 650 | 0 | |a Selling. |0 http://id.loc.gov/authorities/subjects/sh85119819 | |
| 650 | 0 | |a Negotiation in business. |0 http://id.loc.gov/authorities/subjects/sh85090651 | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Dawson, Roger, 1940- |t Secrets of power negotiating for salespeople. |d Franklin Lakes, N.J. : Career Press, ©1999 |z 1564144283 |w (DLC) 99029739 |w (OCoLC)41231553 |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBA-ocm44959641 |
|---|---|
| _version_ | 1816881586304450560 |
| adam_text | |
| any_adam_object | |
| author | Dawson, Roger, 1940- |
| author_GND | http://id.loc.gov/authorities/names/n85019412 |
| author_facet | Dawson, Roger, 1940- |
| author_role | |
| author_sort | Dawson, Roger, 1940- |
| author_variant | r d rd |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.25 .D392 1999eb |
| callnumber-search | HF5438.25 .D392 1999eb |
| callnumber-sort | HF 45438.25 D392 41999EB |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBA |
| contents | Preface: Nothing Happens Until Somebody Sells Something--at a profit -- The Importance of Negotiating -- Selling in the New Millennium -- Win-Win Sales Negotiating -- Negotiating Is Played by a Set of Rules -- Beginning Sales Negotiating Gambits -- Ask for More Than You Expect to Get -- Bracketing -- Never Say Yes to the First Offer -- Flinching -- Playing Reluctant Seller -- Concentrate on the Issues -- The Vise Gambit -- Middle Sales Negotiating Gambits -- Higher Authority -- Avoid Confrontational Negotiating -- The Declining Value of Services -- Never Offer to Split the Difference -- The Hot Potato -- Trading Off -- Ending Sales Negotiating Gambits -- Good Guy / Bad Guy -- Nibbling -- Patterns of Concessions -- Withdrawing an Offer -- Positioning for Easy Acceptance -- Writing the Contract -- Why Money Isn't As Important As You Think -- Buyers Want to Pay More, Not Less -- Things That Are More Important Than Money -- Finding Out How Much a Buyer Will Pay -- Secrets of Power Sales Closing -- The 4 Stages of Selling -- 24 Power Closes -- Questionable Closes -- How to Control the Negotiation -- Negotiating Drives -- Questionable Gambits and How to Counter Them -- Negotiating with Non-Americans -- Negotiating Pressure Points -- Handling Problem Negotiations -- Handling the Angry Person -- Understanding the Other Negotiator -- Developing Personal Power -- Understanding the Personality of the Buyer -- Also by Roger Dawson -- Speeches and Seminars. |
| ctrlnum | (OCoLC)44959641 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBA-ocm44959641 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-27T13:15:04Z |
| institution | BVB |
| isbn | 058522689X 9780585226897 9781453254134 1453254137 |
| language | English |
| oclc_num | 44959641 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (255 pages) |
| psigel | ZDB-4-EBA |
| publishDate | 1999 |
| publishDateSearch | 1999 |
| publishDateSort | 1999 |
| publisher | Career Press, |
| record_format | marc |
| spelling | Dawson, Roger, 1940- https://id.oclc.org/worldcat/entity/E39PBJrWyxbxDmChFfB8fWc773 http://id.loc.gov/authorities/names/n85019412 Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. Franklin Lakes, N.J. : Career Press, ©1999. 1 online resource (255 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier data file Includes index. Preface: Nothing Happens Until Somebody Sells Something--at a profit -- The Importance of Negotiating -- Selling in the New Millennium -- Win-Win Sales Negotiating -- Negotiating Is Played by a Set of Rules -- Beginning Sales Negotiating Gambits -- Ask for More Than You Expect to Get -- Bracketing -- Never Say Yes to the First Offer -- Flinching -- Playing Reluctant Seller -- Concentrate on the Issues -- The Vise Gambit -- Middle Sales Negotiating Gambits -- Higher Authority -- Avoid Confrontational Negotiating -- The Declining Value of Services -- Never Offer to Split the Difference -- The Hot Potato -- Trading Off -- Ending Sales Negotiating Gambits -- Good Guy / Bad Guy -- Nibbling -- Patterns of Concessions -- Withdrawing an Offer -- Positioning for Easy Acceptance -- Writing the Contract -- Why Money Isn't As Important As You Think -- Buyers Want to Pay More, Not Less -- Things That Are More Important Than Money -- Finding Out How Much a Buyer Will Pay -- Secrets of Power Sales Closing -- The 4 Stages of Selling -- 24 Power Closes -- Questionable Closes -- How to Control the Negotiation -- Negotiating Drives -- Questionable Gambits and How to Counter Them -- Negotiating with Non-Americans -- Negotiating Pressure Points -- Handling Problem Negotiations -- Handling the Angry Person -- Understanding the Other Negotiator -- Developing Personal Power -- Understanding the Personality of the Buyer -- Win-Win Sales Negotiating -- Also by Roger Dawson -- Speeches and Seminars. Print version record. In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. Use copy Restrictions unspecified star MiAaHDL Electronic reproduction. [Place of publication not identified] : HathiTrust Digital Library, 2011. MiAaHDL Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. http://purl.oclc.org/DLF/benchrepro0212 MiAaHDL digitized 2011 HathiTrust Digital Library committed to preserve pda MiAaHDL Selling. http://id.loc.gov/authorities/subjects/sh85119819 Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Vente. Négociations (Affaires) selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Negotiation in business fast Selling fast Print version: Dawson, Roger, 1940- Secrets of power negotiating for salespeople. Franklin Lakes, N.J. : Career Press, ©1999 1564144283 (DLC) 99029739 (OCoLC)41231553 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153 Volltext FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=823950 Volltext |
| spellingShingle | Dawson, Roger, 1940- Secrets of power negotiating for salespeople : inside secrets from a master negotiator / Preface: Nothing Happens Until Somebody Sells Something--at a profit -- The Importance of Negotiating -- Selling in the New Millennium -- Win-Win Sales Negotiating -- Negotiating Is Played by a Set of Rules -- Beginning Sales Negotiating Gambits -- Ask for More Than You Expect to Get -- Bracketing -- Never Say Yes to the First Offer -- Flinching -- Playing Reluctant Seller -- Concentrate on the Issues -- The Vise Gambit -- Middle Sales Negotiating Gambits -- Higher Authority -- Avoid Confrontational Negotiating -- The Declining Value of Services -- Never Offer to Split the Difference -- The Hot Potato -- Trading Off -- Ending Sales Negotiating Gambits -- Good Guy / Bad Guy -- Nibbling -- Patterns of Concessions -- Withdrawing an Offer -- Positioning for Easy Acceptance -- Writing the Contract -- Why Money Isn't As Important As You Think -- Buyers Want to Pay More, Not Less -- Things That Are More Important Than Money -- Finding Out How Much a Buyer Will Pay -- Secrets of Power Sales Closing -- The 4 Stages of Selling -- 24 Power Closes -- Questionable Closes -- How to Control the Negotiation -- Negotiating Drives -- Questionable Gambits and How to Counter Them -- Negotiating with Non-Americans -- Negotiating Pressure Points -- Handling Problem Negotiations -- Handling the Angry Person -- Understanding the Other Negotiator -- Developing Personal Power -- Understanding the Personality of the Buyer -- Also by Roger Dawson -- Speeches and Seminars. Selling. http://id.loc.gov/authorities/subjects/sh85119819 Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Vente. Négociations (Affaires) selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Negotiation in business fast Selling fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119819 http://id.loc.gov/authorities/subjects/sh85090651 |
| title | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / |
| title_alt | Preface: Nothing Happens Until Somebody Sells Something--at a profit -- The Importance of Negotiating -- Selling in the New Millennium -- Win-Win Sales Negotiating -- Negotiating Is Played by a Set of Rules -- Beginning Sales Negotiating Gambits -- Ask for More Than You Expect to Get -- Bracketing -- Never Say Yes to the First Offer -- Flinching -- Playing Reluctant Seller -- Concentrate on the Issues -- The Vise Gambit -- Middle Sales Negotiating Gambits -- Higher Authority -- Avoid Confrontational Negotiating -- The Declining Value of Services -- Never Offer to Split the Difference -- The Hot Potato -- Trading Off -- Ending Sales Negotiating Gambits -- Good Guy / Bad Guy -- Nibbling -- Patterns of Concessions -- Withdrawing an Offer -- Positioning for Easy Acceptance -- Writing the Contract -- Why Money Isn't As Important As You Think -- Buyers Want to Pay More, Not Less -- Things That Are More Important Than Money -- Finding Out How Much a Buyer Will Pay -- Secrets of Power Sales Closing -- The 4 Stages of Selling -- 24 Power Closes -- Questionable Closes -- How to Control the Negotiation -- Negotiating Drives -- Questionable Gambits and How to Counter Them -- Negotiating with Non-Americans -- Negotiating Pressure Points -- Handling Problem Negotiations -- Handling the Angry Person -- Understanding the Other Negotiator -- Developing Personal Power -- Understanding the Personality of the Buyer -- Also by Roger Dawson -- Speeches and Seminars. |
| title_auth | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / |
| title_exact_search | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / |
| title_full | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. |
| title_fullStr | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. |
| title_full_unstemmed | Secrets of power negotiating for salespeople : inside secrets from a master negotiator / by Roger Dawson. |
| title_short | Secrets of power negotiating for salespeople : |
| title_sort | secrets of power negotiating for salespeople inside secrets from a master negotiator |
| title_sub | inside secrets from a master negotiator / |
| topic | Selling. http://id.loc.gov/authorities/subjects/sh85119819 Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Vente. Négociations (Affaires) selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Negotiation in business fast Selling fast |
| topic_facet | Selling. Negotiation in business. Vente. Négociations (Affaires) selling. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. Negotiation in business Selling |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153 https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=823950 |
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