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In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. He shows salespeople how to: * Use pressure points to control the negotiating situation. * Downplay the importance of money. * Ask for more than one expects to get. * Negotiate with individuals from other cultures. * Master the nine elements of power that control negotiating situations. * Analyze personality styles and adapt to them. * Master the 24 power closes. This is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation.
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