B2B Street Fighting: three counterpunches to change the negotiation conversation

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9780615368306: B2B Street Fighting: three counterpunches to change the negotiation conversation

Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday's long lists of tactics and countermeasures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book's three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: "I can get the same thing cheaper." Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.

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From the Back Cover:

SellingPower Magazine names B2B Street Fighting as one of the top ten must-reads of the year! Gerhard Gschwandtner, CEO states that "Ideas grow stale, just like bread.  Yet many American Businesses run on processes that are based on stale ideas.  That's why the most successful sales organizations are engaged in a relentless pursuit of fresh ideas.  Brian Dietmeyer's new book, B2B Street Fighting, is just such a fresh idea.  The discussion around the value proposition alone is worth 100 times the cost of the book."

About the Author:

Brian Dietmeyer is president, chief executive officer and co-founder of Think! Inc., a global strategic negotiation consultancy. Together with co-founder and business partner, Dr. Max Bazerman, Dietmeyer customizes high ROI negotiation solutions, from custom training workshops to complex organization-wide initiatives, for companies in the business-to-business market. Before Think!, Dietmeyer served as vice president of national account sales for Marriott International, his most recent position during his 17-year tenure with the company. Earlier in his career, Dietmeyer was an ironworker laborer, a dump truck driver and an auto mechanic; none of those skills is current. Dietmeyer recieved an undergraduate degree from De Paul University and an MBA from the J.L. Kellogg Graduate School of Management at Northwestern University. Dietmeyer is a sought-after speaker and columnist, and author of the book Strategic Negotiation. He has served on the board of the Strategic Account Management Association (SAMA) and chaired the MPI Adult Education Research Foundation. In his spare time Dietmeyer serves on the board of an at risk youth theatre company (Free Street Theatre) and donates time to Native American causes (American Indian Center). Dietmeyer is a native of Chicago, Illinois, USA.

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1.

Brian J Dietmeyer
Editore: Think! Inc., United Kingdom (2011)
ISBN 10: 0615368301 ISBN 13: 9780615368306
Nuovi Paperback Quantità: 10
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Descrizione libro Think! Inc., United Kingdom, 2011. Paperback. Condizione libro: New. Language: English . Brand New Book ***** Print on Demand *****.Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday s long lists of tactics and countermeasures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book s three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97 of buyer negotiation tactics, including the scariest sentence you will ever hear: I can get the same thing cheaper. Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal. Codice libro della libreria APC9780615368306

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Dietmeyer, Brian J.
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Descrizione libro Paperback. Condizione libro: New. This item is printed on demand. Item doesn't include CD/DVD. Codice libro della libreria 2936005

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Brian J Dietmeyer
Editore: Think! Inc., United Kingdom (2011)
ISBN 10: 0615368301 ISBN 13: 9780615368306
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Descrizione libro Think! Inc., United Kingdom, 2011. Paperback. Condizione libro: New. Language: English . Brand New Book ***** Print on Demand *****. Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday s long lists of tactics and countermeasures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this book s three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97 of buyer negotiation tactics, including the scariest sentence you will ever hear: I can get the same thing cheaper. Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal. Codice libro della libreria APC9780615368306

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Descrizione libro Createspace, 2011. PAP. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice libro della libreria IQ-9780615368306

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Dietmeyer, Brian J
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ISBN 10: 0615368301 ISBN 13: 9780615368306
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Descrizione libro Think! Inc., 2017. Paperback. Condizione libro: New. This item is printed on demand. Codice libro della libreria 0615368301

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Descrizione libro Think! Inc., 2011. Paperback. Condizione libro: New. Codice libro della libreria INGM9780615368306

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Brian J Dietmeyer
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Descrizione libro Think! Inc. Paperback. Condizione libro: New. Paperback. 188 pages. Dimensions: 8.5in. x 5.5in. x 0.4in.Based on six years of research and 15 years of practical application and consulting on over 20, 000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterdays long lists of tactics and countermeasures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this books three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97 of buyer negotiation tactics, including the scariest sentence you will ever hear: I can get the same thing cheaper. Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Codice libro della libreria 9780615368306

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Descrizione libro Createspace, 2011. PAP. Condizione libro: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Codice libro della libreria IQ-9780615368306

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Descrizione libro Think! Inc. PAPERBACK. Condizione libro: New. 0615368301 Special order direct from the distributor. Codice libro della libreria ING9780615368306

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Brian J Dietmeyer
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Descrizione libro Think! Inc., 2011. Paperback. Condizione libro: New. book. Codice libro della libreria 0615368301

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