January 2010
Intermediate to advanced
302 pages
6h 14m
English
Content preview from Beyond Dealmaking: Five Steps to Negotiating Profitable RelationshipsBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Notes
Introduction
[1] Jim Cathcart, The Eight Competencies of Relationship Selling (Washington, DC: Leading Authority Press, 2002).
[2] Jeffrey K. Liker and Thomas Y. Choi, "Building Deep Supplier Relationships," Harvard Business Review, December 2004.
[3] See, for example, Robert Cialdini, Influence: The Psychology of Persuasion (New York: HarperCollins, 1998).
[4] Lee Alan Dugatkin, "Discovering That Rational Economic Man Has a Heart," Cerebrum, the Dana Foundation e-journal, July 2005, http://www.dana.org/news/cerebrum/detail.aspx?id=748
[5] Alan B. Goldberg and Bill ...
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