May 2012
Intermediate to advanced
208 pages
4h 15m
English
book
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
by Reed K. Holden
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Index
A
absolute control, 33
actions versus words, 47
Advantaged Player scenario, 25, 135-141
assessing buyer position, 138
planning negotiations for, 138-141
pricing deals, 138
assessing buyer position, 31-33
Advantaged Player scenario, 138
Patient Outsider scenario, 115
Player scenario, 123
Scout scenario, 101
avoiding
B
Advantaged Player scenario, 136
Broadcast News, 20
Brooks, Albert, 20
buyers. See also customers; procurement
assessing buyer position
Advantaged Player scenario, 138
In the Pack scenario, ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.