Overview

It turns out that most negotiations are over even before they begin. The team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that team to be your team? What You'll Find Inside: THE 7 DEADLY SINS OF PREPARING TO NEGOTIATE DEALS THAT MAKE MONEY: HOW TO PLAN YOUR CONCESSIONS MAKE MORE SALES: UNDERSTANDING BUYER POWER & WHAT TO DO ABOUT IT SINGLE VS TEAM NEGOTIATION: WHICH IS BETTER? Planning is what happens before you sit down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is NOT doing their homework so that you'll show up at the negotiation more prepared then they are. Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it. That's what this book is going to teach you. Every negotiation is different and so the planning that you'll have to do for every negotiation will be different also. The planning that is required for a successful negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations. The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations. This is exactly the type of knowledge that you're going to need in order to be able to reach the type of deal that will allow you to walk away from the table with a sense of accomplishment.

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9781492956020

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Professional negotiating is not just a business, it's a science. Nobody knows more about the science of negotiating than Dr. Jim Anderson. I don't embrace excuses for why your last negotiation was not successful, I embrace solutions. Over the last 25 years, Dr. Anderson has transformed failing negotiators worldwide. Dr. Anderson will turn these missed opportunities into successful deals. Dr. Jim Anderson has spent over 25 years negotiating everything from small sales with individual owners of companies to large scale military project contracts with teams of sales negotiators. He realizes that unless you are a lawyer or a Mergers & Acquisitions (M&A) banker, you probably don't think of yourself as an everyday negotiator. In today's work environment you can find yourself in negotiations with a vendor, another department, or even a state or local government official very quickly. Unless you know what to do (and what not to do!), you can quickly feel overwhelmed. In his books on negotiating, Dr. Anderson offers his insights on how to develop your negotiating skills so that you can close more deals, make more money, and have more satisfaction. Dr. Anderson's company, Blue Elephant Consulting, uses its unique negotiating evaluation tools to show technical professionals, technical departments, and professional associations how to evaluate their current negotiating skills, determine what needs to be improved, and then provides proprietary speaking, consulting, group conference call coaching, and digital training products and services to help implement these changes. For more information on Blue Elephant Consulting and sales negotiating, go to: www.BlueElephantConsulting.com

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