Full Product Details
Author: Patrick Tinney
Publisher: Centroid Publishing
Imprint: Centroid Publishing
Dimensions:
Width: 15.20cm
, Height: 1.00cm
, Length: 22.90cm
Weight: 0.263kg
ISBN: 9780993828416
ISBN 10: 0993828418
Pages: 190
Publication Date: 23 April 2015
Audience:
General/trade
,
General
Format: Paperback
Publisher's Status: Active
Availability: Available To Order
We have confirmation that this item is in stock with the supplier. It will be ordered in for you and dispatched immediately.
Reviews
In Unlocking Yes: Sales Negotiation Lessons & Strategy, Patrick Tinney shares a rich combination of key negotiation principles and professional stories drawn from his own and his colleagues' experience as veteran sales experts. As a negotiation professor, I was glad to have the chance to read it. Unlocking Yes is fairly unique in the way it focuses on the connections between the two critical business skills of sales and negotiation. I've met many who feel lacking in both subjects, and I'm glad to know that Unlocking Yes is written with them in mind. The book can reassure and help many of them. Unlocking Yes succinctly reviews key principles of negotiation in an easy-to-read format - principles that are central to the field and that can make a big difference for anyone. It also offers a number of noteworthy ideas about the selling process, rightly emphasizing relationship building, listening, preparation, and even connecting that work with other business concepts such as SWOT analysis is accretive. The book's stories add color and subtleties to these principles. For example, to illustrate the importance of negotiation relationships, Tinney recounts a powerful story about going out of his way to do right by a client. The client so appreciated his consideration that years later when he faced layoffs at his firm, the client offered to help him find another job. Helping people produce more creative, satisfying agreements is a hugely valuable thing to do. Unlocking Yes can help readers do just that, especially those in sales who are new or feel strongly challenged by this critical task. Prof. Seth Freeman - Negotiation & Conflict Management, NYU Stern School of Business, Columbia University Unlocking Yes is a powerful, practical book, loaded with proven negotiating strategies you can use to get better deals every time. Brian Tracy - Chairman and CEO of Brian Tracy International
Author Information
Author, Keynote Speaker, Trainer, Entrepreneur, Consultant Patrick Tinney is the founder and Managing Partner of Centroid Training and Marketing and author of ""Unlocking Yes: Sales Negotiation Lessons & Strategy"". Prior to Centroid, Patrick held various corporate sales and management positions at The Southam Newspaper Group, Hollinger Inc. and CanWest Media. Over his 30 year career Patrick has concluded multi-million dollar media sales and negotiation solutions for many of Canada's largest advertisers. An expert on the topic of business negotiation, techniques and trends, Patrick is frequently published in online and print business journals. He is also sought after as a trainer, executive coach and keynote speaker. Patrick is a member of CPSA (The Canadian Professional Sales Association), a founding Director of the FDSA (Flyer Distribution Standards Association of Canada) and a past member of the Sheridan College, Advertising Program, Advisory Committee. Patrick holds the certification of C.P.P.P. (Certified Print Production Practitioner). Patrick Tinney is one of the most published Authors on Business Negotiation in Canada.
