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
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.
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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