Sales Negotiation Skills That Sell [Paperback]

Robert E. Kellar (Author)

Book Description

Publication Date: November 25, 1996

Describes sales negotiation process as a complete process, not just as a series of tactics and counter tactics. Helps you identify negotiation objectives, assess risks, identify key parties and influencers and plan win-win strategies and tactics. Paper. DLC: Selling.

Product Details

• Paperback: 208 pages
• Publisher: AMACOM (November 25, 1996)
• Language: English
• ISBN-10: 0814479308
• ISBN-13: 978-0814479308
• Product Dimensions: 8.9 x 5.9 x 0.5 inches
• Shipping Weight: 12.8 ounces
• Average Customer Review: 3.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #4,478,375 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

4.0 out of 5 stars Very good step-by-step, April 30, 2000

By A Customer

This review is from: Sales Negotiation Skills That Sell (Paperback)

Have read, sold/used and taught using a variety of resources, including Fischer, Ury, Nirenberg, Cohen. Found this to be excellent in providing simple, easy-to-follow tools. "Easy-to-follow" and "simple" are descriptive of his language and explanations. Uses excellent scenarios to illustrate the use of tools, tactics, planning, follow-up, curve of concessions, listing trade-offs, etc. These principles and tools will be effective, if used, in the most complex negotiations.

0 of 1 people found the following review helpful:

2.0 out of 5 stars A Little Too Basic, May 29, 1999

By A Customer

This review is from: Sales Negotiation Skills That Sell (Paperback)

If you have even one year of sales experience or if you have already developed a modicum of wisdom, you'll find this book way too basic. Probably good reading for a high school student.