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Negotiating With Backbone: Eight Sales Strategies to Defend Your Price and Value
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Bibliographic Detail
Publisher Financial Times Management
Publication date October 22, 2015
Pages 183
Binding Hardcover
Edition 2
Book category Adult Non-Fiction
ISBN-13 9780134268415
ISBN-10 0134268415
Dimensions 0.50 by 6.50 by 9.50 in.
Weight 0.90 lbs.
Availability§ Publisher Out of Stock
Original list price $34.99
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description:

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.



Editions
Hardcover
Book cover for 9780133064766 Book cover for 9780134268415 Book cover for 9780521250085
 
The price comparison is for this edition
2 edition from Financial Times Management (October 22, 2015)
9780134268415 | details & prices | 183 pages | 6.50 × 9.50 × 0.50 in. | 0.90 lbs | List price $34.99
About: B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms!
from Financial Times Management (May 28, 2012)
9780133064766 | details & prices | 182 pages | 6.25 × 9.00 × 0.75 in. | 0.95 lbs | List price $34.99
About: Sales professionals now confront the most serious threat to their success.
With Geoffrey Bremner | from Cambridge Univ Pr (October 1, 1983); titled "Order and Chance: The Pattern of Diderot's Thought"
9780521250085 | details & prices | List price $54.95
This edition also contains Order and Chance: The Pattern of Diderot''s Thought
About: This study discovers a pattern to Diderot's thinking, a fundamental dualism attributable largely to the attitudes and assumptions of the time and giving a common structure to his ideas and writing.
Paperback
Book cover for 9780134268088
 
from Financial Times Management (May 28, 2012)
9780134268088 | details & prices | 182 pages | 6.25 × 9.25 × 0.75 in. | 0.60 lbs | List price $34.99
About: Sales professionals now confront the most serious threat to their success.

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