Negotiating with Tough Customers
Steve Reilly
Jun 2023 · Red Wheel/Weiser
4.3star
3 reviewsreport
Ebook
177
Pages
family_home
Eligible
info
reportRatings and reviews aren’t verified Learn More
About this ebook
A guide to holding your ground with hardball negotiators, from a "talented advisor with a rare ability for connecting people with ideas" (Patrick Lencioni, bestselling author of The Five Dysfunctions of a Team).
Negotiation is the middle ground between capitulation and stonewalling—a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just "take it or leave it." You may think you are negotiating, but if the other side isn't playing, you aren't either.
Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: 1) they give ground too easily, and 2) they get nothing in return. When dealing with tough customers, it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating with Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.
Using a cooperative, collaborative approach in a hardball negotiation just doesn't work. Tough negotiators will play win-win, but only if they have nothing to lose. Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator . . . and vice versa.
Negotiation is the middle ground between capitulation and stonewalling—a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just "take it or leave it." You may think you are negotiating, but if the other side isn't playing, you aren't either.
Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: 1) they give ground too easily, and 2) they get nothing in return. When dealing with tough customers, it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating with Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.
Using a cooperative, collaborative approach in a hardball negotiation just doesn't work. Tough negotiators will play win-win, but only if they have nothing to lose. Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator . . . and vice versa.
Ratings and reviews
4.3
3 reviews
Omar Rasman Nizam
- Flag inappropriate
April 26, 2020
The definitive antithesis to the WIN-WIN theory of negotiation. This book is THE most important book on ZERO SUM negotiation theory. Very well written with great examples from the author's own personal experiences. A book full of precious gold nuggets of information to excavate and ponder over. A must have for all who are serious students of negotiation theory or those who are looking to build a career in Sales.
About the author
Steve Reilly has helped heavy equipment companies negotiate the sale of mining trucks, technology companies negotiate intellectual property rights, health insurers negotiate hospital contracts, and financial services companies negotiate wealth transfer strategies. His experience as a sales rep, sales manager, and director of sales and marketing, together with 20 years consulting in the areas of negotiation, sales, and leadership, provide him with a foundation in industry that is second to none. More than 4,000 people have attended his Value Based Negotiation Workshop. Steve consults with Caterpillar, United HealthCare, and other Fortune 100 companies, helping them improve the profitability of their deals. Steve lives in Seattle with his two daughters and a dog named Rocky. Find more information about him and his work at spjconsulting.com.
Rate this ebook
Tell us what you think.
Reading information
Smartphones and tablets
Install the Google Play Books app for Android and iPad/iPhone. It syncs automatically with your account and allows you to read online or offline wherever you are.
Laptops and computers
You can listen to audiobooks purchased on Google Play using your computer's web browser.
eReaders and other devices
To read on e-ink devices like Kobo eReaders, you'll need to download a file and transfer it to your device. Follow the detailed Help Center instructions to transfer the files to supported eReaders.
