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    Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table
    Unavailable
    Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table
    Unavailable
    Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table
    Ebook183 pages3 hours

    Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table

    By Steve Reilly

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    About this ebook

    Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just “take it or leave it.” You may think you are negotiating, but if the other side isn’t playing, you aren’t either.

    Regardless of the industry, situation, or product, the two most common mistakes negotiators make are:

    1. they give ground too easily, and;

    2. they get nothing in return.

    When dealing with tough customers it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating With Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.

    Using a cooperative, collaborative approach in a hardball negotiation just doesn’t work. Tough negotiators will play win-win, but only if they have nothing to lose.

    Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator...and vice versa.
    LanguageEnglish
    PublisherCareer Press
    Release dateJun 22, 2016
    ISBN9781632659507
    Author

    Steve Reilly

    Prof. Steve Reilly obtained his D.Phil. from the University of York, England, for research concerning the neural basis of learning and memory. He has held positions in Canada and the USA (Pennsylvania State University College of Medicine) and since 1996, has been in the Department of Psychology at the University of Illinois at Chicago. He is the author of over 75 published articles on taste aversion and food neophobia, as well as being the co-editor of two books.

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