By Stephan Schiffman

ISBN-10: 1598698273

ISBN-13: 9781598698275

Sales is all approximately negotiation. rate. supply. Terms.

And each day, salespeople depart funds at the desk. they only would not have the talents to get what they need. Now Stephan Schiffman, drawing on years of expertise, indicates you ways to nail the sale, hit quotas, and improve the base line. Schiffman-style negotiation is all approximately getting the simplest deal. And he outlines particular thoughts to get there.

Things will be difficult available in the market. yet with Schiffman's negotiation talents on your pocket, you are able to do conflict and win.

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Because it would hurt her feelings if you pointed out that she left out the shortening and a stick of butter, so the crust is tough as an old boot. We lie sometimes in order not to hurt the ones we love. To make ourselves feel better. You’re chatting with an attractive member of the opposite sex at a party, and suddenly the subject of age comes up. Without even thinking, you shave off a couple of years from yourself. Or you promote yourself from salesperson to sales director. Or you casually let slip that you went to Harvard—even though your degree was really from a community business school.

I’m not trying to sound better than everyone or more honest. As with all my advice, there’s a sound basis of practicality behind it. As I’ve said before, when you’re negotiating, you are strongest when you’re the most confident. That confidence has to be real. ” You have to believe in yourself and in your product all the time. If you don’t, you’ll never be a successful negotiator. It’s that simple. Don’t Lie to Yourself When a negotiator lies, the first person she lies to is herself. Take a look at the following scenario: S ales S cenario Customer: I need 150,000 units in Hong Kong in two months.

I have to confess that I hate the term. I’m going to discuss it here because it makes sense and it’s one of the weapons you need in your arsenal before you walk into the conference room to start negotiating. But I’m going to simply refer to it as Alternative to a Deal, or, for short, Alternative. In addition, I want to make one very important point about it before I start discussing it: Many negotiators seem to think 50 What’s Your Alternative to a Deal? that the Alternative to a Deal (or BATNA or what have you) is the only tool you need in a negotiation.

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Negotiation Techniques by Stephan Schiffman


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