Negotiating with Tough Customers

Negotiating with Tough Customers

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Reilly, Steve The Career Press, Inc., 2016
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IN THIS SUMMARY

In Negotiating with Tough Customers, Steve Reilly examines the mechanics of the negotiation process and presents a step-by-step plan for eliciting the best possible outcome. The job of a negotiator is to make a strong case for the value of a company, product, or service. If he or she lacks a clear and concise vision, it becomes more difficult to defend his or her price. Tough negotiators who lack differentiating products or services have to trade concessions, make counteroffers, and work with all parties to establish best and final offers.