{"product_id":"the-painless-negotiation-steve-thompson-9781544525211","title":"The Painless Negotiation: Anchor Your Way to a Great Deal ... for Everyone","description":"\u003cp\u003eThe Painless Negotiation leverages the principles of The Compelling Proposal to turn \"negotiations\" into straightforward business discussions on how to best maximize the value in a deal for both parties.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eUsing just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the \"right negotiation\" to implement the best negotiation strategy.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eNegotiating the \"right way\" then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table-or agreed to-until the whole deal is agreed to.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eFrom the book: \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\"The formal negotiation is ... where either all the good things you've done can pay big dividends, or \u003cstrong\u003eall the 'sins' you've committed will have to be atoned for.\u003c\/strong\u003e\"\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\"\u003cstrong\u003eNot creating value when selling\u003c\/strong\u003e and\/or \u003cstrong\u003efailing to ensure value delivery from previous purchases\u003c\/strong\u003e ... are the primary reasons that deals get stuck at the point of negotiation.\"\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\"While it may seem counterintuitive, it is \u003cstrong\u003eeasier to negotiate a deal with a dozen deal levers\u003c\/strong\u003e on the table than with just one or two.\"\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\"How you manage the negotiation with procurement will have a big influence on how the \u003cstrong\u003ecustomer feels about the deal they make with you.\u003c\/strong\u003e\"\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Steve Thompson\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1544525214\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781544525211\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Value Lifestyle\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 10\/19\/2021\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 138\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.40lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.50h x 5.50w x 0.32d","brand":"Steve Thompson","offers":[{"title":"Paperback","offer_id":48013976043775,"sku":"9781544525211","price":13.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_0f09904d-10e9-410e-a0d4-1bf53a80278a.jpg?v=1767745944","url":"https:\/\/www.whiterainbookhouse.com\/products\/the-painless-negotiation-steve-thompson-9781544525211","provider":"WR Book House","version":"1.0","type":"link"}