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 29
Negotiating Drives
You probably don't think much about what is driving the buyer because you tend to assume that what drives the buyer is the same thing that drives you, which is getting the best deal. Sociologists call this “socio-centrism,” meaning that you tend to feel that the buyer wants what you would want, if you were them. Power Sales Negotiators know that what we would want, if we were them, may have nothing to do with what the buyer really wants.
Poor negotiators get into trouble because they fear that they will be vulnerable to the buyer's tricks if they let the buyer know too much about them. Instead of wanting to find out what is driving the buyer and revealing his or her drives to the buyer, the poor negotiator lets his ...
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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.