Negotiation Techniques (That Really Work!)

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More About This Book

Overview

And every day there are salespeople who leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail down the sale, hit quotas, and boost your bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.

Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can have your customer eating out of your hand.

Product Details

  • ISBN-13: 9781598698275
  • Publisher: Adams Media Corporation
  • Publication date: 11/3/2009
  • Pages: 160
  • Sales rank: 395,214
  • Product dimensions: 5.30 (w) x 8.20 (h) x 0.60 (d)

Meet the Author

Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).

Table of Contents

Introduction vii

Part 1 Before You Sit Down at the Table 1

Chapter 1 Ask the Right Questions 3

Chapter 2 What Exactly Is a Negotiation? 10

Chapter 3 Get a Winning Attitude 16

Chapter 4 They Want to Win 24

Chapter 5 Stop the Discounting Madness! 30

Chapter 6 Never Be Lied To 37

Chapter 7 Draw Up Your Battle Plan 43

Chapter 8 What's Your Alternative to a Deal? 50

Chapter 9 Preparing Yourself 56

Part 2 Sitting at the Table 63

Chapter 10 Making the First Moves 65

Chapter 11 How to Structure Offers and Counteroffers 72

Chapter 12 Tricks of the Trade 79

Chapter 13 What Not to Do 86

Chapter 14 Who Are You Talking To? 93

Chapter 15 What to Do When the Discussion Stalls 98

Chapter 16 When to Be Tough, and When to Be Easy 104

Chapter 17 Calling It Quits 110

Chapter 18 The End Game 116

Chapter 19 The Devil's in the Details 123

Chapter 20 How to Win, How to Lose 128

Chapter 21 Coming Back to the Table 134

Chapter 22 Some Final Thoughts 140

Index 145

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