Negotiate to Close: How to Make More Successful Deals [Paperback]

Gary Karrass (Author)

Book Description

Publication Date: September 15, 1987

Karrass teaches that the salesperson or business executive is in a stronger position than he or she may have thought and highlights the specific skills and techniques that lead to more closings and better profits. ". . . a gold mine of valuable negotiation strategy".--Chicago Tribune.

Product Details

• Paperback: 224 pages
• Publisher: Fireside; Export ed edition (September 15, 1987)
• Language: English
• ISBN-10: 0671628860
• ISBN-13: 978-0671628864
• Product Dimensions: 8.4 x 5.4 x 0.7 inches
• Shipping Weight: 9.6 ounces
• Average Customer Review: 4.6 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #1,099,532 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

11 of 12 people found the following review helpful:

5.0 out of 5 stars This will change the way you communicate with everyone, June 6, 1999

By A Customer

This review is from: Negotiate to Close: How to Make More Successful Deals (Paperback)

When you speak you want to get your point across. Karrass in an easy reading style sets out those rules of communication. If you know the rules you can have fun and respect when someone says "I saw it cheaper down the street" or "I will wash the dishes tomorrow".

This book is not just for the salesperson. The book is for everyone who wants to negotiate.

6 of 6 people found the following review helpful:

5.0 out of 5 stars Great Book for Sales People, April 21, 2001

By 

ALFREDO NETTO (Sao Paulo, SP Brazil) - See all my reviews

This review is from: Negotiate to Close: How to Make More Successful Deals (Paperback)

I have been working on a sales job for almost 12 years but reading Mr. Karrass' book gave me a totally different perspective to the way I do business with my customers. The book covers all important topics for people working on sales that have to negotiate with large accounts. This book should be the background for everyone that decides to start working on a sales job, since it helps you to uncover your power and improve your performance when dealing with customers.

5 of 5 people found the following review helpful:

5.0 out of 5 stars Read this book and level the playing field!, November 17, 2003

By 

Cesar D. Munoz (South Orange, NJ) - See all my reviews
(REAL NAME)   

This review is from: Negotiate to Close: How to Make More Successful Deals (Paperback)

I recently took on a project to read the 4 or 5 negotiating books that I had accumulated over the years. Of all of the books that I read--Negotiating to Close was the only one specifically written with the salesperson in mind. Over the years it has become increasingly clear to me that buyers are employing skills and technology to try to win the best values for their companies. Negotiate to Close helps level that playing field. Knowing the technology of selling isn't enough--you also need to know the technology of making a successful deal.

There was some excellent information here that didn't appear in any of the other negotiating books. For example--his explanation of how the Good Cop/Bad Cop technique can be used to get you to accept a bad deal from the good cop--was an eye opener.

Gary Karrass teaches negotiating from the perspective of someone who has clearly "carried a bag". I could go on and on--bottom line--if you sell--read and use this book.