January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Formal Integrative Negotiation—Part of the Win-Win Relationship Strategy
13.1 Describe the principles of formal negotiations as part of the win-win strategy
Frank Acuff, negotiations trainer and author of How to Negotiate Anything with Anyone, Anywhere Around the Globe, says, “Life is a negotiation.”4 Negotiating skills have applications almost daily in our personal and professional lives. Some traditional personal selling books discuss how to “handle” buyer objections. The message communicated to the reader is that personal selling is a “we versus they” process resulting from distributive negotiations: Somebody wins, and somebody loses. The win-win solution, where both sides win, is not offered as an option. In this chapter, we focus on integrative ...
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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.