Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Index

A

absolute control, 33

actions versus words, 47

Advantaged Player scenario, 25, 135-141

assessing buyer position, 138

planning negotiations for, 138-141

pricing deals, 138

assessing buyer position, 31-33

Advantaged Player scenario, 138

In the Pack scenario, 109-110

Patient Outsider scenario, 115

Player scenario, 123

Rabbit scenario, 141-142

Scout scenario, 101

availability, 65-66

avoiding

endowment effect, 46-49

victimization, 166-167

B

backbone, 167-174

bluffing, 8-9

Advantaged Player scenario, 136

give-get bluffs, 63-64

recognizing, 27-28

Broadcast News, 20

Brooks, Albert, 20

Buckley, William F., 172-173

building trust, 70-72

buyers. See also customers; procurement

assessing buyer position

Advantaged Player scenario, 138

In the Pack scenario, ...