Introduction: enough of the win-win already -- Common mistakes and crucial skills -- The first offer -- Counter-offers -- Best and final offer -- Conclusion.
Print version record and CIP data provided by publisher; resource not viewed.
Providing proven methods for holding your ground against (seemingly) more powerful negotiators, this book goes further, making sure that when you do give ground, you get equal or better value in return. It will make you a better salesperson by making you a better negotiator ... and vice versa. -- Edited summary from book.