January 2019
Intermediate to advanced
256 pages
6h 2m
English
Content preview from Power Negotiating for SalespeopleBecome 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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Chapter 3
Negotiating Is Played by a Set of Rules
You play Power Sales Negotiating by a set of rules, just like the game of chess. The big difference between negotiating and chess is that, with negotiating, the other side doesn't have to know the rules. The other side will respond predictably to the moves that you make. From tens of thousands of responses over the years, we know how the other side will react. Not every time, of course, but enough of the time to make negotiating more of a science than an art.
Let me illustrate this point with a little exercise:
Think of a number between 1 and 10.
Multiply that number by 9.
Add the two digits together.
Take away 5.
Translate that into a letter of the alphabet—A, B, C, D, E, F, etc.
Now think of ...
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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.
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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.