Robert E. Kellar - Sales negotiation skills that sell

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Page iii SALES NEGOTIATION SKILLS THAT SELL Robert E. Kellar American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

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title	:	Sales Negotiation Skills That Sell
author	:	Kellar, Robert E.
publisher	:	AMACOM Books
isbn10 | asin	:	0814479308
print isbn13	:	9780814479308
ebook isbn13	:	9780585023212
language	:	English
subject	Selling, Negotiation in business.
publication date	:	1997
lcc	:	HF5438.25.K443 1997eb
ddc	:	658.85
subject	:	Selling, Negotiation in business.

Page iv This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Kellar, Robert E Sales negotiation skills that sell / Robert E. Kellar. p. cm. Includes bibliographical references and index. ISBN 0-8144-7930-8 1. Selling. 2. Negotiation in business. I. Title. HF5438.25.K443 1996 658.85dc2096-32487 CIP 1997 Robert E. Kellar. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2

Page v Contents 1 What Is Involved in Sales Negotiations? 1 2 What Are the Biggest Sales Negotiating Crimes? 16 3 What Are the Basic Sales Negotiations Principles? 21 4 How to Identify Negotiating Objectives: Ours and Theirs 37 5 How to Assess Leverage and Limitations 49 6 How to Assess Risks 62 7 How to Assess the Key Parties and Key Influencers 66 8 Negotiating Styles 73 9 How to Plan Win-Win Strategies and Tactics 77 10 Negotiation Planning Tools 100 11 The Opening Face-to-Face Skills 123 12 Give-and-Take Skills 131 13 Gaining Closure and the Integrated Skills 140 14 How to Apply the Face-to-Face Skills: A Case Study 146 15 What Is Involved in Negotiations Follow-Through? 156 16 How to Position Your Negotiations Strategically 162 17 What Is Involved in Sales Negotiations? A Review 169 Glossary 189 Index 191

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