Description
"This book will help you understand and get rid of those false assumptions that hold you back in negotiations."
The buyer knows what he wants.
Fact: Sometimes he does, sometimes he doesn't, no matter how detailed the specifications may be.
You'll make the sale solely on the basis of price.
Fact: Price is the most overrated word in negotiation.
Your competition is all around you, with better products and better prices.
Fact: This is almost never the case.
You'd close more sales if you had more authority.
Fact: In most negotiating you'd be better off with less authority.
ISBN:9780002176286
