Download Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table AudioBook Free
Negotiation is the center surface between capitulation and stonewalling, a backwards and forwards between two functions trying to attain agreement. If a cost or other term is nonnegotiable, there is absolutely no give and take, just "take it or leave it". You may think you are negotiating, but if the other part isn't playing, you aren't either. Regardless of the industry, situation, or product, both most common errors negotiators make are: 1. They give surface too easily, and 2. They get little or nothing in return. When interacting with troublesome customers it is even more important to have the ability to defend your situation and great buy for reciprocal concessions. Negotiating with Tough Customers provides proven methods for holding your surface against (seemingly) more powerful negotiators. Nonetheless it goes further, making sure that when you do give surface, you get equal or better value in return. Utilizing a cooperative, collaborative procedure in a hardball negotiation just doesn't work. Troublesome negotiators will play win-win, but only if they have nothing to lose. Negotiating with Troublesome Customers can make you an improved salesperson by causing you to an improved negotiator...and vice versa.
