Handicap: The Art of Negotiation

Author: Guanyue
Publisher:
Publish Date: 2006-12-01
Features: The Starting Hand – The Art of Negotiation. Negotiation is a game of wits. Regardless of the hand you are dealt, never let your opponent know it, because negotiation is a battle of minds. Victory or defeat often hinges on a single thought. Even with a bad hand, there is always a chance for a comeback. The sales industry has been one of the most competitive fields in recent years. The environment of survival of the fittest and the game of survival of the fittest have taken root in people's careers and business activities. How can practitioners stand out from the nearly 60 million sales professionals and quickly enhance their value? Everyone hopes to become an excellent sales elite, and successful people must possess multiple qualities, among which superior negotiation skills are one of the core qualities of outstanding marketers. This book takes sales negotiation as its main theme and provides a systematic set of practical skills for marketing professionals. With rich case studies, it explains various negotiation strategies to readers, detailing the key points, applicable scenarios, and response methods of each strategy. At the same time, its numerous psychological concepts to describe the psychological changes of both parties at different stages of the negotiation. It strives to be market-oriented, practical, and case-based. Victory or defeat often hinges on a single thought. Even with a bad hand, there is always a chance for a comeback. The sales industry has been one of the most competitive fields in recent years. The environment of survival of the fittest and the game of survival of the fittest have taken root in people's careers and business activities. How can practitioners stand out from the nearly 60 million sales professionals and quickly enhance their value? Everyone hopes to become an excellent sales elite, and successful people must possess multiple qualities, among which superior negotiation skills are one of the core qualities of outstanding marketers. This book takes sales negotiation as its main theme and provides a systematic set of practical skills for marketing professionals. With rich case studies, it explains various negotiation strategies to readers, detailing the key points, applicable scenarios, and response methods of each strategy. At the same time, it s numerous psychological concepts to describe the psychological changes of both parties at different stages of the negotiation. It strives to be market-oriented, practical, and case-based. The language is witty, the writing is concise, and the target audience is broad, including senior and middle-level managers in enterprises, grassroots sales personnel, business professionals, faculty and students of business management and trade majors in higher education institutions, as well as people from all walks of life who wish to improve their negotiation skills.