You're Killing Me Here!: When Win-Win Negotiation Doesn't Work

ISBN 10: 0615307701 / ISBN 13: 9780615307701
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Synopsis: A methodology for holding your ground against tough customers. Sales people who approach zero-sum negotiators with a win-win approach are at a tactical disadvantage and frankly, will lose. Hard ball negotiators don't think about interests or relationships; they see sales people as replaceable, products as commodities and negotiations as transactions. And they will play win-win... but only when they have nothing to lose. So how do salespeople hold their ground against tough negotiators? By having a process. "You're Killing Me Here!" provides a straightforward and proven methodology for improving your negotiation outcomes. This book will make you a better salesperson by making you a better negotiator... and vice versa.

About the Author: Steve Reilly works globally with Fortune 100 companies in the areas of sales, negotiation and leadership. His negotiation expertise comes from his experience as a salesperson and sales manager and from helping his clients negotiate the sale of mining trucks, hospital contracts, financial services and microprocessor components. Steve lives in Seattle with his two daughters, Maddy and Alexis, and a dog named Rocky.

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Title: You're Killing Me Here!: When Win-Win ...
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