Negotiate to Close: How to Make More Successful Deals

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Simon and Schuster, Sep 15, 1987 - Business & Economics - 224 pages
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Negotiate to Close is a complete program aimed at anyone who wants to dramatically improve his or her business. Whether you are a company president or salesperson, executive or general manager, this book will show you how to close more deals, and how to do it with greater profits each time. Let's face it - successful deals don't just happen.
 

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Contents

The False Assumptions That Hold
9
How Your Job Works Against You
19
Power Is What You Think It Is
32
The Power of Commitment
46
The Power of Wooing
57
The Power of Legitimacy
69
The Power of Time
78
Seek and Ye Shall Find
87
Making Concessions
136
What s a Bargain?
147
Whats a Lousy Penny?
151
Building Profitable Deals That Stick
159
A Better Deal for Both Parties
161
The Longterm Belationshipfrom Both Sides
170
LastMinute Hitches
178
Negotiating a Price Increase
183

How the Buyer Helps You Find It
94
Countermeasures at Your Command
103
Satisfying Without Giving
113
Befriending Time
115
Negotiating to Satisfy
127
Tactics to Watch Out For
189
The Sales Persons Bill of Bights
205
Summing Up
210
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