本の詳細
形式
キンドル
ページ数
190
言語
英語
公開されました
Mar 15, 2011
出版社
Think! Inc.
説明
Based on six years of research and 14 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation.
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: "I can get the same thing cheaper."
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: "I can get the same thing cheaper."
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.