Negotiation Techniques That Really Work!

Stephan Schiffman(New York, NY) has trained more than 500,000 salespeople at firms, such as AT&T Information Systems, Chemical Bank, Manufacturer’s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books asCold Calling Techniques (That Really Work!)andClosing Techniques (That Really Work!).

Stephan Schiffman has Trained more than 500,000 sales people at firms such as ATT Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. He is the author of such best-selling books as Cold Calling Techniques (Thai Really Work!) and Closing Techniques (That Really Work!). He lives in New York City.

Introduction	p. vii
Before You Sit Down at the Table	p. 1
Ask the Right Questions	p. 3
What Exactly Is a Negotiation?	p. 10
Get a Winning Attitude	p. 16
They Want to Win	p. 24
Stop the Discounting Madness!	p. 30
Never Be Lied To	p. 37
Draw Up Your Battle Plan	p. 43
What's Your Alternative to a Deal?	p. 50
Preparing Yourself	p. 56
Sitting at the Table	p. 63
Making the First Moves	p. 65
How to Structure Offers and Counteroffers	p. 72
Tricks of the Trade	p. 79
What Not to Do	p. 86
Who Are You Talking To?	p. 93
What to Do When the Discussion Stalls	p. 98
When to Be Tough, and When to Be Easy	p. 104
Calling It Quits	p. 110
The End Game	p. 116
The Devil's in the Details	p. 123
How to Win, How to Lose	p. 128
Coming Back to the Table	p. 134
Some Final Thoughts	p. 140
Index	p. 145
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Negotiation Techniques That Really Work!

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