Index
Acceptance, positioning for easy, 110-111
Advantages of writing the contract, 112-116
Alternate Choice Close, The, 146-147
American Arbitration Association, 201
Americans, characteristics of, 177-180
Amiable buyer, 226-227, 228-231
Angry person, handling an, 204-208
Armstrong, Louis, 181
Armstrong, Neil, 123
Asking for more than you expect to get, 23-30
Attitude of buyers, 119-122, 123-126
Attitudinal Drive, The, 162-163, 199
Attorney involvement in contracts, 114-115
Auditory, 42
Baker, James, 196
Bank Note Close, The, 150
Beatles, The, 33
defined, 20
Bids, lowest, 123
Get Power Negotiating for Salespeople now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
