Sales Negotiation Skills That Sell
Author: Robert E. Kellar
List Price: $17.95
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ISBN: 0814479308
Publisher: AMACOM (January, 1997)
Sales Rank: 403,108
Average Customer Rating: 3 out of 5
Customer Reviews
Rating: 4 out of 5
Very good step-by-step
Have read, sold/used and taught using a variety of resources, including Fischer, Ury, Nirenberg, Cohen. Found this to be excellent in providing simple, easy-to-follow tools. "Easy-to-follow" and "simple" are descriptive of his language and explanations. Uses excellent scenarios to illustrate the use of tools, tactics, planning, follow-up, curve of concessions, listing trade-offs, etc. These principles and tools will be effective, if used, in the most complex negotiations.
Rating: 2 out of 5
A Little Too Basic
If you have even one year of sales experience or if you have already developed a modicum of wisdom, you'll find this book way too basic. Probably good reading for a high school student. Similar Products
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