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 6
Never Say Yes to the First Offer
Now let's move on to another major principle that is critical in the beginning stages of the negotiation: Never say yes to the first offer or counter offer. The reason that you should never do this is that it automatically triggers two thoughts in the buyer's mind.
Put yourself in the buyer's shoes for a moment. Let's say that you're a buyer for a maker of aircraft engines and you're about to meet with a salesperson who represents the manufacturer of engine bearings, something that's a vital component for you. Your regular supplier has let you down and you need to make an emergency purchase from this new company. They are the only people who can supply within the 30 days that you need to prevent a shut ...
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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.