Amazon cover image
Image from Amazon.com

Is that your hand in my pocket? : the sales professional's guide to negotiating / Ron Lambert & Tom Parker.

By: Contributor(s): Material type: TextPublication details: Nashville : Nelson Business, c2006.Description: xi, 239 p. : ill. ; 24 cmISBN:
  • 0785218777 (hardcover)
  • 9780785218777 (hardcover)
Subject(s): DDC classification:
  • 658.85 LAM [ Shelf 70 ]
Contents:
Why buyers don't want you to read this book -- Does your negotiating style really matter? -- Dealing with tough negotiators -- Setting the tone -- Overcoming the bad things buyers learn in "school" -- What buyers are saying when they aren't speaking -- The gender difference : is it real? -- The lost art of saving face -- Planning : the key to power -- Negotiation strategy -- Power : how to get it and how to hang onto it when the action gets heavy -- Why won't we ask why? -- Your negotiating team : godsend or disaster? It's up to you -- Creativity : the best negotiator's secret of success -- Concluding the deal-- finally -- What do you mean I'm in a reverse auction? -- Tying it all together -- Testing your knowledge (Are you really ready to face those buyers?) -- Car buying : finally you get to be the customer! -- Appendix I : negotiation planning work sheet -- Appendix II : answer key -- Appendix III : sample car buying spreadsheet.
Tags from this library: No tags from this library for this title. Log in to add tags.
Star ratings
    Average rating: 0.0 (0 votes)
Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Reference Indian Institute Of Management, Shillong 658.85 LAM [ Shelf 70 ] (Browse shelf(Opens below)) 0 Not for loan 0008909
Book Indian Institute Of Management, Shillong 658.85 LAM [ Shelf 70 ] (Browse shelf(Opens below)) 1 Available 0008910
Book Indian Institute Of Management, Shillong 658.85 LAM [ Shelf 70 ] (Browse shelf(Opens below)) 2 Available 0008911

Includes bibliographical references (p. 235).

Why buyers don't want you to read this book -- Does your negotiating style really matter? -- Dealing with tough negotiators -- Setting the tone -- Overcoming the bad things buyers learn in "school" -- What buyers are saying when they aren't speaking -- The gender difference : is it real? -- The lost art of saving face -- Planning : the key to power -- Negotiation strategy -- Power : how to get it and how to hang onto it when the action gets heavy -- Why won't we ask why? -- Your negotiating team : godsend or disaster? It's up to you -- Creativity : the best negotiator's secret of success -- Concluding the deal-- finally -- What do you mean I'm in a reverse auction? -- Tying it all together -- Testing your knowledge (Are you really ready to face those buyers?) -- Car buying : finally you get to be the customer! -- Appendix I : negotiation planning work sheet -- Appendix II : answer key -- Appendix III : sample car buying spreadsheet.

There are no comments on this title.

to post a comment.
Copyright © 2026 Indian Institute of Management Shillong. All Rights Reserved.