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BSS: Great Negotiating Skills by Bob Etherington

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So what’s in this book for you?

In these pages, as I said before, you will discover the “real” secrets of negotiation ... and you will! In Chapter 1 you will be introduced to the very heart of the issue. And that is that you should only enter in to a negotiation if you really desire (or Aspire) to emerge with a great result. Why? Well, the situation that often makes a negotiation necessary is that you have (or the other side has) already said (or is imminently likely to say) “No” to some standard terms in a proposed transaction. So although many sales training books tell you that such an impasse, deadlock or objection is somehow a “buying signal”, taking you closer to deal, there is NO evidence to support this! In fact it is quite the opposite. ...

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