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Selling and Negotiation Skills: A Pragmatic Approach

Prashant Chaudhary (Author)

In today’s challenging business environment and transforming consumer behaviour, selling and negotiation skills are paramount in gaining competitive advantage and to drive success. This comprehensive yet concise book dwells upon these critical skills at large, covering the varied sales approaches and strategies along with negotiation styles and tactics. The text is interspersed with numerous illustrative examples from diverse real-life situations for an easy understanding of the subject. Written in a simple, lucid language and filled with essential tools and helpful tactics, Selling and Negotiation Skills: A Pragmatic Approach simplifies the whole negotiation process to achieve a win-win situation for everyone. The book’s practical and highly effective framework aims to help the readers harness the much-needed selling and negotiation skills to their advantage. Key Features: • In this book, complex concepts have been elaborated through innovative examples, tables and schematic diagrams • Illustrations from mythology, movie scenes and simulated role plays are included • The book also includes caselets in each chapter; three major case studies from international affairs, diplomatic dialogues and war-based negotiations. 

Contents: Preface. 1. Selling: Fundamentals and Modern Practices. 2. Selling Process: Journey towards Closing the Deal. 3. Fundamental Concepts, Types and Conceptual Instruments of Negotiation.4. Styles, Strategies and Tactics of Negotiation. 5. Negotiation Process. 6. Dealing with ‘Difficult’ People and Situations. 7. Case Study: Negotiated Resolution of Doklam Standoff. Bibliography. Index.

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Bibliographic information

Title Selling and Negotiation Skills: A Pragmatic Approach
Format Softcover
Date published: 08.08.2019
Edition 1st ed.
Language: English
isbn 9789353282127
length 300p.