Negotiating with Backbone
Pearson FT Press (Verlag)
978-0-13-426841-5 (ISBN)
Reed K. Holden, Coach and Founder of Holden Advisors, is a world-class B2B pricing expert who helps clients build go-to-market strategies to drive price leadership, selling backbone, and profitable growth. Dr. Holden specializes in helping sales organizations avoid the procurement buzzsaw SM by implementing strategies to recognize and counter margin-reducing buying tactics. As a change agent, he works with major corporations throughout the world to manage with in outside-in view of the customer. He is an enthusiastic and persuasive advocate for demonstrating customer value and price leadership with companies that need to adapt in highly competitive markets. In 2008 he co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table, a top selling pricing book for executives.
Part 1. The Great Game of Procurement
1. Tough Selling---The New Normal
2. The Tells of the Game
3. The Basics of the Game
4. Understand Your Foundation of Value
Part II. Eight Knock-Em-Dead Scenarios for Winning the Game
5. Develop Give-Get
6. Negotiating with Price Buyers
7. Negotiating with Relationship Buyers
8. Negotiating with Value Buyers
9. Negotiating with Poker Players
Part III. It’s a Negotiation, Not a Surrender
10. Advanced Gamesmanship
11. The Realities of the Game
Erscheint lt. Verlag | 15.1.2016 |
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Verlagsort | NJ |
Sprache | englisch |
Maße | 156 x 231 mm |
Gewicht | 400 g |
Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
ISBN-10 | 0-13-426841-5 / 0134268415 |
ISBN-13 | 978-0-13-426841-5 / 9780134268415 |
Zustand | Neuware |
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