Negotiating with Backbone


Book Description

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.




Negotiating with Backbone


Book Description

Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.




Negotiating with Backbone


Book Description




Instant Negotiator


Book Description

Instant Negotiator Shows you: -- How to turn your natural talents into a gold mine -- How to enrich your life by mastering a powerful yet simple five-step system -- How to solve problems fast and find personal and professional satisfaction -- How to multiply your success and accumulate unimaginable wealth -- How to defend yourself against manipulative people -- How to double sales production and take your income over the top -- How to negotiate effectively with the opposite sex




Negotiating the Impossible


Book Description

“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation. “This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author




With Respect to the Japanese


Book Description

While Japan has been on center stage of the world economy for decades, interactions between the Japanese and Westerners continue to be on the rise. Daily communication in both business and social settings is commonplace, and connections through the Internet and mobile media make what felt distant only a few years ago seem familiar. Our cultures and social norms remain vastly different, however, and professionals working in Japan are likely to confront new challenges every day. For example, what are the three biggest challenges for Westerners who go to work in Japan? How can you tell when “yes” might mean “no”? When you are the guest in a taxi, who should sit where? In the fully updated second edition of With Respect to the Japanese, readers discover not only answers to basic etiquette questions, but also how to communicate successfully with the Japanese and, in the process, earn mutual respect. John C. Condon and Tomoko Masumoto use real-life examples (from kindergarten classrooms to the boardroom) to explain the contrast between these two distinct cultures. In this essential guide to Japanese culture, you will learn how vital societal characteristics affect communication, decision making, management styles and many other aspects of work and everyday relationships.




Courage


Book Description

In Courage, Gus Lee captures the essential component of leadership in measurable behaviors. Using actual stories from Whirlpool, Kaiser Permanente, IntegWare, WorldCom and other organizations, Lee shows how highly successful executives face and overcome their fears to develop moral intelligence. These real-world examples offer practical lessons for rooting out unethical practices and behaviors by Assessing them for rightness and integrity Addressing moral failures Following through with dialogue and direct action




Start with No


Book Description

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.




Successful negotiation with the Driver-Seat Concept


Book Description

With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise comes primarily from negotiations in the context of M&A transactions and management investments. However, the concepts presented are equally applicable to negotiations of financing, car purchase, lease or service contracts and thus universally applicable. Three (scientifically based) basic strategies are presented, which the reader can adapt to his or her specific negotiation situation. The examples chosen for illustration are concrete cases negotiated by the author himself. With the certainty of having understood the three basic strategies, the reader enters the negotiation with a positive basic mood and thus creates the basis for his negotiation success. Hermann Rock has successfully presented his strategies for negotiation management many times in lectures and magazines (Focus) and now presents them for the first time in book form as a consistent further development of the Harvard concept.




Buying Less for Less


Book Description

A must-read for all marketing and advertising professionals and for all procurement pros who touch the marketing space! Authored by Gerry Preece, ex-head of marketing procurement for the world's largest advertiser and by Russel Wohlwerth, an ex-agency executive who is now one of the industry's most respected consultants, this book hits the "marketing procurement dilemma" head on. Preece and Wohlwerth deliver a punchy, concise, clear-minded assessment of the problem and offer straightforward solutions. They establish a sharp focus on the often-misidentified central problem, explain specifically why and how the marketing space truly is unique, and clearly spell out the implications for procurement. They prescribe four things procurement must do to succeed in the world of marketing. Those four solutions are market-proven. They work. This short, densely packed book makes the compelling case that marketing is not a cost to be minimized, but rather an investment to be maximized. And it goes far beyond that, providing insights into how procurement professionals think, explaining why it doesn't work to simply tell procurement pros that "marketing is different," and offering ideas on how to build an effective marketing procurement organization.If you're an agency leader, a CMO, or a brand marketer, this book will empower you to influence how procurement approaches the space, thus enabling you to deliver better marketing work. If you're a CFO, this book will give you clear insights into how to properly leverage procurement to improve marketing ROI. And if you're a Chief Procurement Officer or a marketing procurement professional, you'll discover a powerful road map that will maximize your bottom line performance and results.