Join us on a literary world trip!
Add this book to bookshelf
Grey
Write a new comment Default profile 50px
Grey
Subscribe to read the full book or read the first pages for free!
All characters reduced
The Painless Negotiation - Anchor Your Way to a Great Deal … for Everyone - cover

The Painless Negotiation - Anchor Your Way to a Great Deal … for Everyone

Steve Thompson

Publisher: Value Lifestyle

  • 1
  • 0
  • 0

Summary

The Painless Negotiation leverages the principles of The Compelling Proposal to turn "negotiations" into straightforward business discussions on how to best maximize the value in a deal for both parties.
 
Using just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the "right negotiation" to implement the best negotiation strategy.
 
Negotiating the "right way" then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table—or agreed to—until the whole deal is agreed to.
 
From the book:
 
"The formal negotiation is ... where either all the good things you've done can pay big dividends, or all the 'sins' you've committed will have to be atoned for."
 
"Not creating value when selling and/or failing to ensure value delivery from previous purchases ... are the primary reasons that deals get stuck at the point of negotiation."
 
"While it may seem counterintuitive, it is easier to negotiate a deal with a dozen deal levers on the table than with just one or two."
 
"How you manage the negotiation with procurement will have a big influence on how the customer feels about the deal they make with you."

Other books that might interest you

  • Executive Presence - The Missing Link Between Merit and Success - cover

    Executive Presence - The Missing...

    Sylvia Ann Hewlett

    • 0
    • 0
    • 0
    Do you exude confidence and credibility? Can you command a room? Sylvia Ann Hewlett, one of the world's most influential business thinkers, cracks the code of Executive Presence (EP) for men and women intent on winning the next plum assignment and doing something extraordinary with their lives. 
    You might have the qualifications to be considered for your dream job, but you won't get far unless you can signal that you're "leadership material" and that you "have what it takes." Professionals are judged on presence as well as on performance.  
    Using a wealth of hard data — including a new nationwide survey and dozens of focus groups — Hewlett reveals EP to be a dynamic mix of three things: how you act (gravitas), how you speak (communication), and how you look (appearance). She also draws on in-depth interviews with a wide selection of admired leaders to reveal how they embody and deploy key elements of EP.  
    This book is immensely practical. Hewlett teases out tactics that can help you raise your game and close the gap between merit and success. She offers the unvarnished advice you won't get from supportive friends and tackles head-on such touchy subjects as too-tight clothing and too-shrill voices. She shows how the standards for EP vary for men, women, multicultural, and LGBT employees, and she shares how to get meaningful feedback from politically correct bosses intent on avoiding the real issues.  
    The good news is that EP is eminently teachable. You can learn how to "show teeth" while remaining likable, and you can teach yourself how to dress appropriately while staying true to yourself. You don't have to be born with the voice of James Earl Jones or the looks of Angelina Jolie to hurdle the EP bar. With hard facts and vivid examples, Hewlett shows you how to ace EP and fully realize your unique potential — no matter who you are, no matter where you work.A HarperAudio production.
    Show book
  • Passive Infoproduct Income - cover

    Passive Infoproduct Income

    Bob Kennedy

    • 0
    • 0
    • 0
    Passive Infoproduct Income—the dream of all aspiring internet  marketers. And the happy reality of internet marketing veterans.So  the obvious question for all newbie marketers is: "How to go from aspiring to accomplished?"How go leave green and wrinkled behind and power on to gold?The answer — like anything in life — is the same way musicians get to Carnegie Hall. Practice. Practice. Practice.But  just like musicians, aspiring marketers must practice the right stuff. At the right time. And, in the right way.The good news is — if you're a potential IM success story — you're in the right place to learn the info product success right stuff.Because in this no holds barred audiobook, internet marketing legend Bob Kennedy separates the wheat from the Chaff. Serving up the techniques and insider secrets you must know to generate passive infoproduct income.
    Show book
  • Persuasive Copywriting - How to write web copy to sell your products with advanced persuasion techniques - cover

    Persuasive Copywriting - How to...

    Robert William

    • 0
    • 0
    • 0
    Persuasive Copywriting by Robert WIlliam is the copywriting book of the year. 
    It contains all you need to know to write effective sales letters in order to involve, interest and sell products to anyone. 
    This book contains technical aspects of copywriting as well as mind manipulation techniques that will make you a persuasion super-hero, and a top class seller on any environment. 
    In this book you will learn:How to write persuasive content that sellWhat makes good copy—well, goodHow to write good text for landing pages and sales pagesThe technical aspects of copywriting: Search Engine OptimizationHow to understand your prospects—even if you don't know them!25 persuasion techniques you can leverage in any content you writeThe single, huge mistake that will turn off all your clients
    Show book
  • Extracts from a Diary Kept by the Rev R Burrows during Heke's War in the North in 1845 - cover

    Extracts from a Diary Kept by...

    Robert Burrows

    • 0
    • 0
    • 0
    An eye-witness account of the so-called Flagstaff War, fought between Maori warriors, led by Hone Heke, and British troops between March 1845 and January 1846 in and around the Bay of Islands. Ostensibly triggered by the cutting down of the flagstaff above Kororareka (now Russell), Heke's attack on the town was a consequence of festering grievances following the signing of the Treaty of Waitangi and annexation of New Zealand by the British Crown in 1840. The Reverend Robert Burrows had charge of the mission station and school at Waimate, inland from the Bay of Islands. His day-by-day account paints a vivid picture of the conflict, in which his chosen role was to mediate between the two sides. - Summary by Phil Benson
    Show book
  • Macat Analysis of Karen Z Ho's Liquidated A: An Ethnography of Wall Street - An Ethnography of Wall Street - cover

    Macat Analysis of Karen Z Ho's...

    Rodolfo Maggio

    • 0
    • 0
    • 0
    In 2009’s Liquidated, anthropologist Karen Z. Ho takes the tools of ethnographic research, which are traditionally used to study distant societies, and instead uses them to dissect the culture of high finance on New York’s famous Wall Street. Through close observation of the daily lives of the bankers working there, and the beliefs, rituals, and timeframes that define them, Ho uncovers a distinct culture in which she finds the ultimate causes of the financial crises of recent times. In a challenge to the popular view of the market as somehow ruled by abstract, unintelligible forces, Ho shows that it is in fact the particular value system of the world of finance itself, where pressure is high and job security is minimal, that causes market convulsions—and then the often negative consequences for society at large. Above all, Wall Street culture values liquidity, the ability to convert everything into a commodity that can be bought or sold, with the aim of creating profit for shareholders, often at the expense of long-term growth and security.
    Show book
  • Customer Centricity: A Present and Future Priority - cover

    Customer Centricity: A Present...

    Phil Geldart

    • 1
    • 0
    • 0
    A customer-centric culture is one in which every employee consistently asks, "How will the decision I am about to make impact our customers' experience?" Not only that, but with the support of their leaders, they know what to do about it. 
    
    Eight-time author, experiential learning expert, and CEO of Eagle's Flight, Phil Geldart, shares his insights on what it takes to create an enviable customer experience in his book, "Customer Centricity: A Present and Future Priority." He created this book to help organizations committed to building a singular focus on the customer. It includes practical steps to take, components critical to long-term success, and real-life case studies of a customer-centric culture in action from his team at Eagle's Flight.
    
    Through topics on customer expectations, empowerment, corporate culture, and the role of leadership, Geldart shares the critical factors to consider when building a customer-centric culture. These lessons were learned from building his own customer-centric organization and his 30 years' experience working with organizations to transform company cultures.
    
    By the end of "Customer Centricity: A Present and Future Priority," you will understand what is required to build a customer-centric organization, the pitfalls to avoid, and how to engage the entire organization in providing the kind of customer experience that causes your customers to wish that every organization they dealt with was like yours.
    Show book