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Selling and Negotiation Skills
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Selling and Negotiation Skills
A Pragmatic Approach

  • Prashant Chaudhary - Faculty member, Sinhgad Institute of Management & Computer Application (affiliated to University of Pune), Pune

March 2019 | 300 pages | SAGE Publications Pvt. Ltd
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 
 
Preface
 
Acknowledgements
 
Selling: Fundamentals and Modern Practices
 
Selling Process: Journey towards Closing the Deal
 
Fundamental Concepts, Types and Conceptual Instruments of Negotiation
 
Styles, Strategies and Tactics of Negotiation
 
Negotiation Process
 
Dealing with ‘Difficult’ People and Situations
 
Case Study: Negotiated Resolution of Dokalam Standoff
 
Bibliography
 
Index
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 aselets in each chapter; three major case studies from international affairs, diplomatic dialogues and war-based negotiations

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Paperback
ISBN: 9789353282127
$40.00