A timely and complete resource for successful deal-making.
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Most Helpful Customer Reviews
14 of 16 people found the following review helpful:
5.0 out of 5 stars
A "must have" resource for every Consultant,
This review is from: Negotiate Like the Big Guys: How to Establish Fees, Reach Agreements, Finalize Contracts--While Building Long-Term Business Relationships (Paperback)
The title of this book should be "Way Beyond Negotiating" because it truly is a one-stop resource for guidance along the way to securing potential clients. Every consultant needs this book to learn how to gracefully negotiate, successfully manage client relationships and appropriately set service fees. "How do I price my services?" is a question I constantly get from fellow consultants, and Susan's book clearly outlines an easy formula to answer this question. This feature alone makes the book worth purchasing; then, as a bonus,the additional chapters are chock full of crucial information necessary to successfully close the deal. I have recommended this book to others, and expect once you read it, you will too!
5.0 out of 5 stars
Great resource,
By Renie McClay "Learning Consultant and Author" (Chicago, IL) - See all my reviews
This review is from: Negotiate Like the Big Guys: How to Establish Fees, Reach Agreements, Finalize Contracts--While Building Long-Term Business Relationships (Paperback)
Susan has a very practical approach to negotiating. Her insights will help any individual or organization wanting to improve their confidence when negotiating.
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Inside This Book
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First Sentence:
In the past, the game-playing, manipulating winner-take-all negotiating approach was as common-place as the cradle-to-grave job security that big companies guaranteed employees at that time. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
adversarial negotiating, collaborative negotiating, leveling statements, fake walk, adversarial negotiation, collaborative negotiation, dealer contract, percentage rent, minimum rent, incentive fee, implied covenant, negotiable items, opening offer, formal written agreement Key Phrases - Capitalized Phrases (CAPs): (learn more)
The Gap, Dean Witter, Rauh Rubber, United States, New York, Submission Letter, James Rauh, Wall Street, South Dakota, Fred Kelly, Bradley Associates, North American, Prisoner's Dilemma, Purchase Agreement, Sue Yellin New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
In the past, the game-playing, manipulating winner-take-all negotiating approach was as common-place as the cradle-to-grave job security that big companies guaranteed employees at that time. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
adversarial negotiating, collaborative negotiating, leveling statements, fake walk, adversarial negotiation, collaborative negotiation, dealer contract, percentage rent, minimum rent, incentive fee, implied covenant, negotiable items, opening offer, formal written agreement Key Phrases - Capitalized Phrases (CAPs): (learn more)
The Gap, Dean Witter, Rauh Rubber, United States, New York, Submission Letter, James Rauh, Wall Street, South Dakota, Fred Kelly, Bradley Associates, North American, Prisoner's Dilemma, Purchase Agreement, Sue Yellin New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 2
books:
3
books
cite this book:
- Growing a Business by Paul Hawken in Front Matter
- The Eight Essential Steps to Conflict Resolution by Dudley Weeks in Front Matter
- The Good Girl's Guide to Negotiating: How to Get What You Want at the Bargaining Table by Leslie Whitaker on page 234, and Back Matter
- The Good Girl's Guide to Negotiating: How to Get What You Want at the Bargaining Table by Leslie Whitaker on page 234, and Back Matter
- Guerrilla Negotiating: Unconventional Weapons and Tactics to Get What You Want (Guerrilla Marketing Series) by Conrad Levinson in Back Matter
Books on Related Topics
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