Negotiating With Backbone

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Negotiating With Backbone

Author : Reed K. Holden
ISBN : 9780133064797
Genre : Business & Economics
File Size : 71.31 MB
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Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.
Category: Business & Economics

Learn Successful Sales And Negotiation Tips Collection

Author : Reed K. Holden
ISBN : 9780133742435
Genre : Business & Economics
File Size : 37.75 MB
Format : PDF
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This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. Negotiating with Backbone brings together key insights, actionable practices, and state-of-the-art tools for: Resisting discounting, and keeping value at the forefront of negotiations Implementing targeted tactics to protect hard-earned profits Negotiating with price buyers, relationship buyers, value buyers, and "poker players" The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more. Thompson:¿ Provides realistic game plans that work in any negotiation situation Focuses on the two key tasks of any negotiation: how to create win-win deals by leveraging information carefully collected from the other party; and how to effectively lay claim to part of the win-win goldmine Demonstrates how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love, and who love you¿
Category: Business & Economics

Apocryphal And Literary Influences On Galway Diasporic History

Author : Gay Lynch
ISBN : 9781443826105
Genre : Language Arts & Disciplines
File Size : 36.86 MB
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Apocryphal and Literary Influences on Galway Diasporic History establishes that apocryphal stories, in all their transformations, contribute to collective memory. Common characteristics frame their analysis: irreducible and enduring elements, often embedded in archetypal drama; lack of historical verification; establishment in collective memory; revivals after periods of dormancy; subjection to political and economic manipulation; implicit speculation; and literary transformations. This book contextualises Unsettled, an Australian novel about a convict play, derived from the Irish apocryphal story of The Magistrate of Galway, and documents previously unpublished primary material, including apocryphal stories passed through generations of descendents of settlers, Martin and Maria Lynch, and The Hibernian Father, a play by Irish convict, Edward Geoghegan. It puts forward new hypotheses: that the Irish hero Cuchulain may have provided a template for the archetypal and apocryphal story of the Magistrate of Galway; that disgraced Trinity College medical student and aspiring writer, Edward Geoghegan, enacted and recounted the same father-son archetypal conflict when he was transported to Botany Bay in 1839, and wrote the The Hibernian Father based on the Magistrate of Galway; that working-class Irish families were marginalised in South-east South Australian historical records; that oral apocryphal Lynch stories may be true; that Kate Grenville’s The Secret River (2006) offers an alternative history of the Hawkesbury River settlement, by some definitions apocryphal. The mystery of Geoghegan’s disappearance is solved, and knowledge about his life increased. French theorist Gerard Genette’s notion, advanced in Palimpsests: Literature in the Second Degree (1997), of all novels being transtextual, provides a model for the analysis of relationships between these key apocryphal texts.
Category: Language Arts & Disciplines


Author :
ISBN : UCBK:C065241869
Genre : International relations
File Size : 59.92 MB
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Category: International relations

The Essentials Of Job Negotiations

Author : Terri R Kurtzberg
ISBN : 9780313395840
Genre : Business & Economics
File Size : 27.72 MB
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• Specific tips and strategies at the end of each chapter • More than 50 true stories that illustrate the art of negotiating job offers • Worksheets for planning priorities and understanding the other side's before negotiating, analyzing how to propose various issues in the negotiation, and comparing multiple offers • A table on detecting lies • A list of the top 10 "don'ts" for negotiation
Category: Business & Economics

Negotiating Claims

Author : Christa Scholtz
ISBN : 9781135507206
Genre : Political Science
File Size : 89.72 MB
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Why do governments choose to negotiate indigenous land claims rather than resolve claims through some other means? In this book Scholtz explores why a government would choose to implement a negotiation policy, where it commits itself to a long-run strategy of negotiation over a number of claims and over a significant course of time. Through an examination strongly grounded in archival research of post-World War Two government decision-making in four established democracies - Australia, Canada, New Zealand, and the United States - Scholtz argues that negotiation policies emerge when indigenous people mobilize politically prior to significant judicial determinations on land rights, and not after judicial change alone. Negotiating Claims links collective action and judicial change to explain the emergence of new policy institutions.
Category: Political Science

Negotiating The Net In Africa

Author : Ernest J. Wilson, 3rd
ISBN : UOM:39015066798094
Genre : Business & Economics
File Size : 42.49 MB
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?A unique and important work.... The authors have talked with people who have not been talked with before, and put the information together in a way that could have a great impact on Internet diffusion and policy in Africa.??Kenneth Rogerson, Duke University?These well-researched, well-constructed case studies underscore the importance of the information sector for the future of developing countries.??Robert Ostergard, Jr., SUNY-Binghamton Why do national patterns of Internet expansion differ so greatly throughout Africa? To what extent do politics trump technology? Who are the ?information champions? in the various African states? Addressing these and related questions, Negotiating the Net in Africa explores the politics, economics, and technology of Internet diffusion across the continent.The ?Negotiating the Net? framework is applied consistently to chapters on Ghana, Guinea-Bissau, Kenya, Rwanda, South Africa, and Tanzania, allowing a rich, comparative analysis based on in-country research and extensive interviews with key stakeholders. Three broader chapters reflect a cross-cutting perspective. The result is a comprehensive discussion that, while dealing specifically with Africa, is also highly relevant to other regions in the developing world.Ernest J. Wilson III is professor of government at the University of Maryland and senior research fellow at the university?s Center for International Development and Conflict Management (CIDCM). His numerous publications include, most recently, The Information Revolution and Developing Countries and Does the Global Information Highway Lead to Africa, and he is founding editor in chief of the journal Information Technologies and International Development. Kelvin R. Wong is assistant research scientist at the University of Maryland and senior associate at CIDCM. He is comanager of the Africa Telematics Project, which focuses on research, policy reform, and project implementation in the field of information and communications technology.Contents. Introduction: Negotiating the Net in Africa?the Editors. Ghana: The Politics of Entrepreneurship?E. Osiakwan, W. Foster, and A. Pitsch Santiago. Guinea-Bissau: ?Pull and Tug? Toward Internet Diffusion?B.M. King. Kenya: Diffusion, Democracy, and Development?M. Muiruri. Rwanda: Balancing National Security and Development?A. Nsengiyumva and A. Pitsch Santiago. South Africa: The Internet Wars?C. Lewis. Tanzania: From Padlocks to Payments?J. Miller. The Role of International Cooperation?L. Adam. Conclusion?E.J. Wilson III.
Category: Business & Economics

Negotiating A River

Author : Daniel Macfarlane
ISBN : 9780774826464
Genre : History
File Size : 34.13 MB
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A megaproject half a century in the making, the planning and building of the St. Lawrence Seaway and Power Project is one of the defining episodes in North American history. Possibly the largest construction undertaking in Canadian history, and one of the most ambitious borderlands projects ever embarked upon by two countries, it also required decades of negotiation and the controversial relocation of thousands of people. Negotiating a River looks at the profound impacts of this megaproject, from the complex diplomatic negotiations, political manoeuvring, and environmental diplomacy to the implications on national identities and transnational relations.
Category: History

Negotiating Masculinities In Late Imperial China

Author : Martin W. Huang
ISBN : 0824828968
Genre : Social Science
File Size : 48.22 MB
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Why did traditional Chinese literati so often identify themselves with women in their writing? What can this tell us about how they viewed themselves as men and how they understood masculinity? How did their attitudes in turn shape the martial heroes and other masculine models they constructed? Martin Huang attempts to answer these questions in this valuable work on manhood in late imperial China. He focuses on the ambivalent and often paradoxical role played by women and the feminine in the intricate negotiating process of male gender identity in late imperial cultural discourses. Two common strategies for constructing and negotiating masculinity were adopted in many of the works examined here. The first, what Huang calls the strategy of analogy, constructs masculinity in close association with the feminine; the second, the strategy of differentiation, defines it in sharp contrast to the feminine. In both cases women bear the burden as the defining "other." In this study, "feminine" is a rather broad concept denoting a wide range of gender phenomena associated with women, from the politically and socially destabilizing to the exemplary wives and daughters celebrated in Confucian chastity discourse.
Category: Social Science

Hoover Digest

Author :
ISBN : STANFORD:36105022083781
Genre : Policy sciences
File Size : 29.36 MB
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Category: Policy sciences

Negotiating Gender And Diversity In An Emergent European Public Sphere

Author : B. Siim
ISBN : 9781137291295
Genre : Social Science
File Size : 74.61 MB
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The book analyses intersections between gender and diversity through cross-national studies of European public spheres. The approach confronts research on European democracy and the public sphere with gender and diversity research and reflections about European equality and diversity issues are based on new research from a large-scale EU project.
Category: Social Science

Across The Board

Author :
ISBN : CORNELL:31924082794011
Genre : Business
File Size : 33.6 MB
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Category: Business

How To Grow A Backbone

Author : Susan Marshall
ISBN : 0809224941
Genre : Business & Economics
File Size : 87.51 MB
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Using straight talk laced with wry humor, top business consultant Susan Marshall highlights skills every businessperson can learn and sharpen to become stronger, more confident, and more influential on the job.
Category: Business & Economics

Public Utilities Reports

Author :
ISBN : MINN:31951D02278498S
Genre : Public utilities
File Size : 83.96 MB
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Category: Public utilities

Cross Cultural Business Negotiations

Author : Donald W.. Hendon
ISBN : 1567200648
Genre : Business & Economics
File Size : 79.24 MB
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Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.
Category: Business & Economics

Fundamentals Of U S Foreign Trade Policy

Author : Stephen D Cohen
ISBN : UCSC:32106017819688
Genre : Business & Economics
File Size : 20.32 MB
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Cohen, Blecker, and Whitney (professors of international relations and economics at American U.) see the formation of U.S. trade policy is seen as a combination of competing forces of political, economic, and legal factors. They attempt to show how trade policymaking involves reconciling a range of economic goal and political necessities. After reviewing the history of trade policymaking in the United States, they separately examine the three factors before integrating them into a model of political economy that explores both import and export policy. Annotation copyrighted by Book News, Inc., Portland, OR.
Category: Business & Economics

Emerging Directions In Embedded And Ubiquitous Computing

Author : Mieso Denko
ISBN : 9783540770893
Genre : Computers
File Size : 58.57 MB
Format : PDF
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This book constitutes the refereed proceedings of the EUC 2007 workshops held in conjunction with the IFIP International Conference on Embedded and Ubiquitous Computing, EUC 2007, in Taipei, Taiwan, in December 2007. The 69 revised full papers presented together with four invited papers were carefully reviewed and selected from about 200 submissions to the seven workshops. A broad range of topics are covered.
Category: Computers

Smart Negotiating

Author : John Patrick Dolan
ISBN : UVA:X004899965
Genre : Business & Economics
File Size : 86.23 MB
Format : PDF, ePub, Docs
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Spans the spectrum of negotiation--from business to personal life Leading negotiation books currently on the market are 15 years old and are out of step with today's faster-paced business world Advises readers how to adapt their strategy to different circumstances at a moment's notice Real-life stories illustrate each key point
Category: Business & Economics

Chinese Business Negotiating Style

Author : Tony Fang
ISBN : 0761915753
Genre : Business & Economics
File Size : 59.9 MB
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This book adds a valuable `Chinese voice' to the current Western-dominated forum on Chinese business negotiating style. The book provides the reader with an in-depth socio-cultural understanding of Chinese negotiating behaviour and tactics in the context of Sino-Western business negotiation. It addresses this fascinating and complex subject by looking systematically at various components of Chinese business culture which range from contemporary Chinese politics to ancient Chinese philosophies and military stratagems.
Category: Business & Economics