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 12
Avoid Confrontational Negotiating
As you proceed into the middle stages of the negotiation and the issues become more defined, it's important that you Avoid Confrontational Negotiation. At this point, the buyer quickly gets a feel for whether you're working for a win-win solution, or whether you're a tough negotiator who's out for everything you can get.
That's one of the problems that I have with the way some attorneys negotiate—they can be very confrontational negotiators. You get that white envelope in the mail with black raised lettering in the top left-hand corner, and you think, “Oh no! What is it this time?” You open the letter and what's the first communication from the other side? It's a threat. What they're going to do with ...
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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.