| 000 | 01852nam a2200241 a 4500 | ||
|---|---|---|---|
| 005 | 20260112063300.0 | ||
| 020 | _a0785218777 (hardcover) | ||
| 020 | _a9780785218777 (hardcover) | ||
| 039 |
_a202110071529 _bstaff _c201301180528 _d staff _c201008230304 _d staff _y 201008230303 _z staff |
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| 082 |
_a658.85 _bLAM [ Shelf 70 ] |
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| 100 |
_aLambert, Ron, _d 1946- |
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| 245 |
_aIs that your hand in my pocket? : _bthe sales professional's guide to negotiating / _cRon Lambert & Tom Parker. |
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| 260 |
_aNashville : _bNelson Business, _cc2006. |
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| 300 |
_axi, 239 p. : _bill. ; _c24 cm. |
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| 504 | _aIncludes bibliographical references (p. 235). | ||
| 505 | _aWhy 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. | ||
| 650 | _aSelling. | ||
| 650 | _aNegotiation in business. | ||
| 700 |
_aParker, Tom, _d 1950 June 25- |
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| 991 | _aVIRTUA40 | ||
| 991 | _aVTLSSORT0080*0200*0201*0820*1000*2450*2600*3000*5040*5050*6500*6501*7000*9992 | ||
| 909 | _a3521 | ||
| 999 |
_c3116 _d3116 |
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