Sales Side Negotiation : Negotiation Strategies For Modern Day Sales People - B2B Negotiating Techniques for Sales Professionals. Improve Margins, Reduce Discounting. (Selling Strategies From Great Mo

This is a well-written and comprehensive book on the subject. Being in professional sales and as a consultant (selling and negotiating ideas as well as services) I found the book to have lots of practical guidance and a good understanding of the emotional and psychological aspects of negotiations. The concepts may not be ground-breaking or novel, however, they are presented in an organized and useful manner. For example, calculating buyer tactics has 9 factors and the author describes each and provides examples. The discussion of power between the parties in a negotiations is not a novel concept but the author provides a useful description of how power is displayed and exerted, such as the power of 'time' and how buyers will use time toward a seller, causing them to make lots of calls, sending collaterial material, making presentations etc. And while often these and ten others are necessary and legitimate, the seller must evaluate such uses fo time power and cultivate ways of balancing time power and the other sources of power in the negotiation. Hansen uses a story from history, such as the 1974 Paris peace negotiations between the US and North Vietnamese to illustrate the use of time power, and most concepts have a historical anecdote that goes with it. The stories may not be essential to undertanding the key points, but do add interest and while not always easy to relate to ordinary business transactions, they do demonstrate the universality of such dynamics and help to drive each point home, and perhaps add a bit of a history lesson or reminder as well. This is not in my opinion a beginner's book and will be most useful to people with a good fund of experience in one or another form of negotiation already. My copy has lots of 'post-it' tabs to parts I refer back to in preparing for important negotiations or meetings.

Sales-Side Negotiation is the most detailed treatment of sales-side negotiation I've ever read. I've prided myself on my negotiation skills in sales. This book took my negotiation skills to a new level. How? Hansen clearly identifies and categorizes the types of buyers we all encounter and more importantly, the tactics they use. Responding to these tactics is NOT intuitive. It requires practice, training, and deliberate strategic planning. Hansen equips the reader with the specific counter-tactics to handle the most difficult buyer-tactics

This is the first book on negotation strategies that I have ever found that really addresses negotiation from the sales side. There is a full section in the book that completely defines and analyzes every possible buyer negotiation tactic, and then lays out the best seller counter-tactic to deal with it. Brilliant! I wish I had this years ago.