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 33
Handling Problem Negotiations
If you're a big-ticket salesperson, you will frequently encounter impasses, stalemates, and deadlocks in your negotiations with buyers. Here's how I define the three terms:
- An Impasse is when you disagree on a major issue and it threatens the negotiations.
- A Stalemate is when you and the buyer are still talking but you seem unable to make any progress toward a solution.
- A Deadlock is when the lack of progress has frustrated both sides so much that neither you nor the buyer see any point in talking to each other any more.
Handling an impasse
Remember that an impasse is when you disagree on a major issue and it threatens the negotiations. It's easy for an inexperienced negotiator to confuse an impasse ...
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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.