You are previewing Learn Successful Sales and Negotiation Tips (Collection).
O'Reilly logo
Learn Successful Sales and Negotiation Tips (Collection)

Book Description

This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for:

  • Resisting discounting, and keeping value at the forefront of negotiations

  • Implementing targeted tactics to protect hard-earned profits

  • Negotiating with price buyers, relationship buyers, value buyers, and "poker players"


  • The Truth About Negotiations, Second Edition
    shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson:¿

  • Provides realistic game plans that work in any negotiation situation

  • Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine

  • Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you¿

  • Table of Contents

    1. About This eBook
    2. Title Page
    3. Copyright Page
    4. Contents
    5. Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value
      1. Copyright Page
      2. Dedication Page
      3. Acknowledgments
      4. About the Author
      5. Introduction
        1. It’s Not Just Academic
      6. Part I: The Great Game of Procurement
        1. 1. Tough Selling—The New Normal
          1. Company-Supported Sales Traps to Avoid
        2. 2. The Tells of the Game
          1. Recognizing “Tells”
          2. Evaluating Procurement’s Position
          3. Dealing with Procurement Styles
        3. 3. Stacking the Deck in Your Favor
          1. Understanding Your Customer’s Game
          2. Finding Your Hidden Power
          3. Limiting Exposure of Senior Executives
          4. Firing the Customer
          5. Avoiding the Endowment Effect
          6. Customer Games
        4. 4. Getting the Tactics Right the First Time
          1. Qualify, Qualify, Qualify
          2. Understand Your Foundation of Value
          3. Develop Give-Get Options
          4. Map the Buying Center
          5. Where Appropriate, Build Trust
          6. Use the Policy Ploy
          7. Delay, Delay, Delay
          8. Redefine Risk
          9. Dealing with Reverse Auctions
          10. Do Your Homework
      7. Part II: Eight Knock-’em-Dead Scenarios for Winning the Game
        1. Seller’s Position
        2. 5. Negotiating with Price Buyers
          1. Price Buyers
          2. Scenario 1: The Penny Pincher
          3. Scenario 2: The Scout
        3. 6. Negotiating with Relationship Buyers
          1. Relationship Buyers
          2. Scenario 3: In the Pack
          3. Scenario 4: The Patient Outsider
        4. 7. Negotiating with Value Buyers
          1. Value Buyers
          2. Scenario 5: The Player
          3. Scenario 6: The Crafty Outsider
        5. 8. Negotiating with Poker Players
          1. Poker Players
          2. Scenario 7: The Advantaged Player
          3. Scenario 8: The Rabbit
          4. Advanced Gamesmanship
      8. Part III: It’s a Negotiation, Not a Surrender
        1. 9. Beware the Signs of a Losing Game
          1. Don’t Kid Yourself
          2. Get a Devil’s Advocate
          3. Beware Red Flags
        2. 10. The Realities of the Game
          1. Sometimes You Have to Discount
          2. Remember a Simple Checklist
          3. Develop Your Playbook
          4. Don’t Be a Victim
          5. Get Some Backbone
      9. Index
      10. FT Press
    6. The Truth About: Negotiations
      1. Copyright Page
      2. Praise for The Truth About Negotiations
      3. Introduction
      4. Part 1: Negotiation: A 30,000-foot view
        1. Truth 1. Negotiation: A natural gift?
        2. Truth 2. The magic bullet: Preparation
          1. Pattern X Preparation
          2. Pattern Y Preparation
        3. Truth 3. Your industry is unique (and other myths)
          1. Myth #1: Your industry is unique
          2. Myth #2: Business people care only about money
          3. Myth #3: Always maintain a poker face: Never reveal anything
          4. Myth #4: Never make the first offer
        4. Truth 4. Win–win, win–lose, and lose–lose negotiations
          1. Win–win negotiation
          2. Lose–lose negotiation
          3. Win–lose negotiation
        5. Truth 5. Four sand traps in the golf game of negotiation
          1. Sand trap #1: Leaving money on the table
          2. Sand trap #2: Settling for too little
          3. Sand trap #3: Walking away from the table
          4. Sand trap #4: Settling for terms that are worse than your current situation
        6. Truth 6. If you have only one hour to prepare...
          1. Identify your goals
          2. Brainstorm your options
          3. Plan your opening move
      5. Part 2: The bottom line on bottom lines
        1. Truth 7. Identify your BATNA
        2. Truth 8. Develop your reservation price
        3. Truth 9. It’s alive! Constantly improve your BATNA
        4. Truth 10. Don’t reveal your BATNA
        5. Truth 11. Don’t lie about your BATNA
        6. Truth 12. Signal your BATNA
        7. Truth 13. Research the other party’s BATNA
      6. Part 3: Black belt negotiation skills
        1. Truth 14. Set optimistic but realistic aspirations
        2. Truth 15. The power of making the first offer
        3. Truth 16. What if the other party makes the first offer?
        4. Truth 17. Plan your concessions
        5. Truth 18. Be aware of the “even-split” ploy
        6. Truth 19. Reveal your interests
        7. Truth 20. Negotiate issues simultaneously, not sequentially
        8. Truth 21. Logrolling (I scratch your back, you scratch mine)
        9. Truth 22. Make multiple offers of equivalent value simultaneously
        10. Truth 23. Postsettlement settlements
        11. Truth 24. Contingent agreements
      7. Part 4: Psychology
        1. Truth 25. The reciprocity principle
        2. Truth 26. The reinforcement principle
        3. Truth 27. The similarity principle
        4. Truth 28. The anchoring principle
        5. Truth 29. The framing principle
      8. Part 5: People problems (and solutions)
        1. Truth 30. Responding to temper tantrums
        2. Truth 31. How to negotiate with someone you hate
          1. Replace D statements with B statements
          2. Label your feelings, not people
          3. Change your behavior, not your feelings
        3. Truth 32. How to negotiate with someone you love
        4. Truth 33. Of men, women, and pie-slicing
        5. Truth 34. Your reputation
        6. Truth 35. Building trust
        7. Truth 36. Repairing broken trust
          1. Let them vent
          2. Apologize
          3. Focus on the future
          4. Do a relationship checkup
          5. Go overboard
        8. Truth 37. Saving face
      9. Part 6: I-negotiations and E-negotiations
        1. Truth 38. Negotiating on the phone
        2. Truth 39. Negotiating via email and the Internet
          1. Get in touch with your inner nerd
          2. Dr. Jekyll and Mr. Hyde
          3. High rollers
          4. First you see it, then you don’t
          5. Talk this way
        3. Truth 40. When negotiations shift from relational to highly transactional
        4. Truth 41. Negotiating across generations
        5. Truth 42. Negotiating with different organizational cultures
        6. Truth 43. Negotiating with different demographic cultures
      10. Part 7: Negotiation Yoga
        1. Truth 44. What’s your sign? (Know your disputing style)
        2. Truth 45. Satisficing versus optimizing
          1. Satisficing
          2. Lack of feedback
          3. The fixed-pie perception
        3. Truth 46. Are you an enlightened negotiator?
      11. Acknowledgments
      12. About the Author
      13. References
        1. Truth 5
        2. Truth 6
        3. Truth 7
        4. Truth 13
        5. Truth 15
        6. Truth 19
        7. Truth 27
        8. Truth 28
        9. Truth 29
        10. Truth 30
        11. Truth 32
        12. Truth 33
        13. Truth 34
        14. Truth 35
        15. Truth 37
        16. Truth 38
        17. Truth 39
        18. Truth 40
        19. Truth 42
        20. Truth 43
        21. Truth 44
        22. Truth 45
      14. FT Press