you negotiate it
The only book on negotiation ever written by a purchasing pro, this book serves the interest of the purchasing profession and all buyers in general. This book will help develop skills in negotiation, the most valuable workplace skills of anyone involved in a business pursuit. Learning how to negotiate successfully makes the process enjoyable and rewarding.
Very few books on negotiation mention purchasing except as an obstacle to making a sale. Books written by lawyers reflect their training in adversarial representation and lack the mutual benefit approach required for advantageous commercial negotiation. For academics, the negotiation experience consists of studying and interviewing others, and then theorizing applications. Presented from the sales angle, negotiation consists largely of techniques calculated to increase the close ratio. All such books offer limited value to the practicing buyer – and we are all buyers!
Skill and success in negotiation can not be acquired by practice alone. Practice must be supplemented by a study of this rather loosely organized discipline. Negotiation has no well-defined rules, as in an athletic contest. Nor is it a cumulative science as mathematics, wherein algebra must precede calculus. Think of negotiation as a living, changeable art form, much as is grammar. It is exactly this amorphous character that makes the challenge of successful negotiation so interesting, satisfying, and exciting.
This book incorporates the larger scope of business practice and fosters the proper view of negotiation as the heart of the purchasing profit center. Sales pros eager to learn a consultative approach to provide measurable extra value to the customer will gain unique insights.
Since business negotiation necessarily involves contracts and law, these matters will be integrated in context. The successful practice of negotiation also encompasses the human qualities that generate such fascinating, frustrating, and confusing interpersonal webs. The human dimensions extend to verbal communication, personality styles, and into the mysterious genre of body language. It is helpful to think of each of these disciplines as tools with which to stock the negotiator’s tool chest.
This book also exemplifies the concept of added value from the purchasing point of view. Ironically, negotiation expertise, although the core competency of the purchasing trade, has traditionally been the hallmark of the winning sales pros. Indeed, on the 50th anniversary of Arthur Miller’s classic play, Death of a Salesman, a national newspapers[1] front-page story noted that the 15.5 million sales professionals in the US receive an average of 38 hours of training per year. Much of that sales training stresses presentation, communication and negotiation techniques.
On the contrary, the Institute of Supply Management, ISM (formerly The National Association of Purchasing Management, NAPM), estimates that about 30,000 purchasing professionals have earned the designation of Certified Purchasing Manager, requiring dedication to training and professional study. According to Dr. Harry Hough, president of the American Purchasing Society (APS), some 300,000 folks refer to their career designation as buyers, purchasers, materials managers or other procurement titles. This stunning disparity between the huge population of sales and miniscule number of purchasing personnel underscores a phenomenon that even the greenest buyers recognize at first glance. Every dollar saved by purchasing earns ten, twenty, or more times the profit earned by the sales dollar. Despite this fact, purchasing has traditionally not been viewed as a profit center, and, therefore, little to no attention is devoted to the essential skill of negotiation.
The value of purchasing to the success of business cannot be understated. Most upper level executives of large organizations with whom I have spoken understand intuitively that “we make money when we buy; we just collect when we sell.”
Perhaps the most enjoyable by-product of the study and mastery of negotiation is the elimination of stress and aggravation that accompanies every unskilled negotiator’s efforts. You will acquire a new spirit and appreciation to your pursuit, one that is reinforced and rewarded on virtually a daily basis.
1104360065
Very few books on negotiation mention purchasing except as an obstacle to making a sale. Books written by lawyers reflect their training in adversarial representation and lack the mutual benefit approach required for advantageous commercial negotiation. For academics, the negotiation experience consists of studying and interviewing others, and then theorizing applications. Presented from the sales angle, negotiation consists largely of techniques calculated to increase the close ratio. All such books offer limited value to the practicing buyer – and we are all buyers!
Skill and success in negotiation can not be acquired by practice alone. Practice must be supplemented by a study of this rather loosely organized discipline. Negotiation has no well-defined rules, as in an athletic contest. Nor is it a cumulative science as mathematics, wherein algebra must precede calculus. Think of negotiation as a living, changeable art form, much as is grammar. It is exactly this amorphous character that makes the challenge of successful negotiation so interesting, satisfying, and exciting.
This book incorporates the larger scope of business practice and fosters the proper view of negotiation as the heart of the purchasing profit center. Sales pros eager to learn a consultative approach to provide measurable extra value to the customer will gain unique insights.
Since business negotiation necessarily involves contracts and law, these matters will be integrated in context. The successful practice of negotiation also encompasses the human qualities that generate such fascinating, frustrating, and confusing interpersonal webs. The human dimensions extend to verbal communication, personality styles, and into the mysterious genre of body language. It is helpful to think of each of these disciplines as tools with which to stock the negotiator’s tool chest.
This book also exemplifies the concept of added value from the purchasing point of view. Ironically, negotiation expertise, although the core competency of the purchasing trade, has traditionally been the hallmark of the winning sales pros. Indeed, on the 50th anniversary of Arthur Miller’s classic play, Death of a Salesman, a national newspapers[1] front-page story noted that the 15.5 million sales professionals in the US receive an average of 38 hours of training per year. Much of that sales training stresses presentation, communication and negotiation techniques.
On the contrary, the Institute of Supply Management, ISM (formerly The National Association of Purchasing Management, NAPM), estimates that about 30,000 purchasing professionals have earned the designation of Certified Purchasing Manager, requiring dedication to training and professional study. According to Dr. Harry Hough, president of the American Purchasing Society (APS), some 300,000 folks refer to their career designation as buyers, purchasers, materials managers or other procurement titles. This stunning disparity between the huge population of sales and miniscule number of purchasing personnel underscores a phenomenon that even the greenest buyers recognize at first glance. Every dollar saved by purchasing earns ten, twenty, or more times the profit earned by the sales dollar. Despite this fact, purchasing has traditionally not been viewed as a profit center, and, therefore, little to no attention is devoted to the essential skill of negotiation.
The value of purchasing to the success of business cannot be understated. Most upper level executives of large organizations with whom I have spoken understand intuitively that “we make money when we buy; we just collect when we sell.”
Perhaps the most enjoyable by-product of the study and mastery of negotiation is the elimination of stress and aggravation that accompanies every unskilled negotiator’s efforts. You will acquire a new spirit and appreciation to your pursuit, one that is reinforced and rewarded on virtually a daily basis.
you negotiate it
The only book on negotiation ever written by a purchasing pro, this book serves the interest of the purchasing profession and all buyers in general. This book will help develop skills in negotiation, the most valuable workplace skills of anyone involved in a business pursuit. Learning how to negotiate successfully makes the process enjoyable and rewarding.
Very few books on negotiation mention purchasing except as an obstacle to making a sale. Books written by lawyers reflect their training in adversarial representation and lack the mutual benefit approach required for advantageous commercial negotiation. For academics, the negotiation experience consists of studying and interviewing others, and then theorizing applications. Presented from the sales angle, negotiation consists largely of techniques calculated to increase the close ratio. All such books offer limited value to the practicing buyer – and we are all buyers!
Skill and success in negotiation can not be acquired by practice alone. Practice must be supplemented by a study of this rather loosely organized discipline. Negotiation has no well-defined rules, as in an athletic contest. Nor is it a cumulative science as mathematics, wherein algebra must precede calculus. Think of negotiation as a living, changeable art form, much as is grammar. It is exactly this amorphous character that makes the challenge of successful negotiation so interesting, satisfying, and exciting.
This book incorporates the larger scope of business practice and fosters the proper view of negotiation as the heart of the purchasing profit center. Sales pros eager to learn a consultative approach to provide measurable extra value to the customer will gain unique insights.
Since business negotiation necessarily involves contracts and law, these matters will be integrated in context. The successful practice of negotiation also encompasses the human qualities that generate such fascinating, frustrating, and confusing interpersonal webs. The human dimensions extend to verbal communication, personality styles, and into the mysterious genre of body language. It is helpful to think of each of these disciplines as tools with which to stock the negotiator’s tool chest.
This book also exemplifies the concept of added value from the purchasing point of view. Ironically, negotiation expertise, although the core competency of the purchasing trade, has traditionally been the hallmark of the winning sales pros. Indeed, on the 50th anniversary of Arthur Miller’s classic play, Death of a Salesman, a national newspapers[1] front-page story noted that the 15.5 million sales professionals in the US receive an average of 38 hours of training per year. Much of that sales training stresses presentation, communication and negotiation techniques.
On the contrary, the Institute of Supply Management, ISM (formerly The National Association of Purchasing Management, NAPM), estimates that about 30,000 purchasing professionals have earned the designation of Certified Purchasing Manager, requiring dedication to training and professional study. According to Dr. Harry Hough, president of the American Purchasing Society (APS), some 300,000 folks refer to their career designation as buyers, purchasers, materials managers or other procurement titles. This stunning disparity between the huge population of sales and miniscule number of purchasing personnel underscores a phenomenon that even the greenest buyers recognize at first glance. Every dollar saved by purchasing earns ten, twenty, or more times the profit earned by the sales dollar. Despite this fact, purchasing has traditionally not been viewed as a profit center, and, therefore, little to no attention is devoted to the essential skill of negotiation.
The value of purchasing to the success of business cannot be understated. Most upper level executives of large organizations with whom I have spoken understand intuitively that “we make money when we buy; we just collect when we sell.”
Perhaps the most enjoyable by-product of the study and mastery of negotiation is the elimination of stress and aggravation that accompanies every unskilled negotiator’s efforts. You will acquire a new spirit and appreciation to your pursuit, one that is reinforced and rewarded on virtually a daily basis.
Very few books on negotiation mention purchasing except as an obstacle to making a sale. Books written by lawyers reflect their training in adversarial representation and lack the mutual benefit approach required for advantageous commercial negotiation. For academics, the negotiation experience consists of studying and interviewing others, and then theorizing applications. Presented from the sales angle, negotiation consists largely of techniques calculated to increase the close ratio. All such books offer limited value to the practicing buyer – and we are all buyers!
Skill and success in negotiation can not be acquired by practice alone. Practice must be supplemented by a study of this rather loosely organized discipline. Negotiation has no well-defined rules, as in an athletic contest. Nor is it a cumulative science as mathematics, wherein algebra must precede calculus. Think of negotiation as a living, changeable art form, much as is grammar. It is exactly this amorphous character that makes the challenge of successful negotiation so interesting, satisfying, and exciting.
This book incorporates the larger scope of business practice and fosters the proper view of negotiation as the heart of the purchasing profit center. Sales pros eager to learn a consultative approach to provide measurable extra value to the customer will gain unique insights.
Since business negotiation necessarily involves contracts and law, these matters will be integrated in context. The successful practice of negotiation also encompasses the human qualities that generate such fascinating, frustrating, and confusing interpersonal webs. The human dimensions extend to verbal communication, personality styles, and into the mysterious genre of body language. It is helpful to think of each of these disciplines as tools with which to stock the negotiator’s tool chest.
This book also exemplifies the concept of added value from the purchasing point of view. Ironically, negotiation expertise, although the core competency of the purchasing trade, has traditionally been the hallmark of the winning sales pros. Indeed, on the 50th anniversary of Arthur Miller’s classic play, Death of a Salesman, a national newspapers[1] front-page story noted that the 15.5 million sales professionals in the US receive an average of 38 hours of training per year. Much of that sales training stresses presentation, communication and negotiation techniques.
On the contrary, the Institute of Supply Management, ISM (formerly The National Association of Purchasing Management, NAPM), estimates that about 30,000 purchasing professionals have earned the designation of Certified Purchasing Manager, requiring dedication to training and professional study. According to Dr. Harry Hough, president of the American Purchasing Society (APS), some 300,000 folks refer to their career designation as buyers, purchasers, materials managers or other procurement titles. This stunning disparity between the huge population of sales and miniscule number of purchasing personnel underscores a phenomenon that even the greenest buyers recognize at first glance. Every dollar saved by purchasing earns ten, twenty, or more times the profit earned by the sales dollar. Despite this fact, purchasing has traditionally not been viewed as a profit center, and, therefore, little to no attention is devoted to the essential skill of negotiation.
The value of purchasing to the success of business cannot be understated. Most upper level executives of large organizations with whom I have spoken understand intuitively that “we make money when we buy; we just collect when we sell.”
Perhaps the most enjoyable by-product of the study and mastery of negotiation is the elimination of stress and aggravation that accompanies every unskilled negotiator’s efforts. You will acquire a new spirit and appreciation to your pursuit, one that is reinforced and rewarded on virtually a daily basis.
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you negotiate it
172
you negotiate it
172
7.99
In Stock
Product Details
| BN ID: | 2940012794116 |
|---|---|
| Publisher: | brigitte media |
| Publication date: | 07/15/2011 |
| Sold by: | Barnes & Noble |
| Format: | eBook |
| Pages: | 172 |
| File size: | 1 MB |
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