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Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator (Hardcover)

by Roger Dawson (Author) "Several years ago I recorded a tape cassette program called Secrets of Power Negotiating..." (more)
Key Phrases: Power Sales Negotiators, Good Guy, Power Sales Negotiating (more...)
4.7 out of 5 stars  (6 customer reviews)
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Book Description
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.

He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes.

This is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation. --This text refers to the Paperback edition.

Book Info
Presents to the sales person the tools to win every negotiation and leave the other person with a sense of winning. DLC: Selling.

Product Details
  • Hardcover: 255 pages
  • Publisher: Career Press (August 1999)
  • Language: English
  • ISBN-10: 1564144283
  • ISBN-13: 978-1564144287
  • Product Dimensions: 9.3 x 6.4 x 1 inches
  • Shipping Weight: 1.3 pounds (View shipping rates and policies)
  • Average Customer Review: