Download or read book The Art And Science Of Real Estate Negotiation written by Gabrielle Dahms and published by Booksmart Press LLC. This book was released on 2020-12-05 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sky’s the Limit! The Art and Science of Real Estate Negotiation addresses a practice that is indispensable to real estate success: negotiation. Negotiation principles and fundamentals affect real estate buyers', sellers', and investors' results. Read this book and be(come) a powerful real estate investor who nets results and dollars. You may also find that your everyday communications improve. The Art and Science of Real Estate Negotiation is the third volume in The Real Estate Investor Manuals. It draws upon the author’s knowledge base and her 20-year experience as a real estate professional and a real estate investor. So why not hone your skills with knowledge and experience captured in this book written by an industry veteran? Topics include: Real estate-specific negotiating. Negotiation principles. The real estate negotiation process. How to establish rapport. Discerning the other party’s motivation. Solve problems. Get results. Negotiation strategies and tactics. Avoiding negotiation traps and pitfalls. And much, much more... Whether you want to be a better negotiator, close more real estate deals, or increase your bottom line, this book is for you! Read it now!
Download or read book Negotiation Blueprinting for Buyers written by Rosemary Coates and published by . This book was released on 2013-02 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Since the 1980's industrial buying has gone from getting three quotes and executing a three-part carbon paper Purchase Order typed on an IBM Selectric typewriter, to a sophisticated electronic environment where information is available at the buyer's computer command. With the introduction of ERP systems buyers can now assemble historical buy information, supplier history and performance, develop RFPs, RFQs and enable reverse auctions. Electronically, buyers can exchange offers with suppliers and transmit Purchase Orders via EDI. Procurement is now taught at the undergraduate and graduate levels as part of Supply Chain Management programs at universities around the world. Students emerging from graduate programs are more strategic thinkers and have a much broader understanding of business as ecosystems. Sellers are also getting more sophisticated. By doing online research, they have a much better understanding of their competition and of their company. They can quote from your annual report and cite your CEO's direction for the near future. Through email they may be talking to many other people in the company, selling to the business and bypassing Purchasing like never before. They too, are better educated and sell value-based solutions. Gone are the days of taking buyers to lunch and expecting a purchase order in return. And finally, deals have changed. Today, deals are rarely about just one price for one product. Buyers now find themselves buying products and services that include software, maintenance agreements, training, field service, supplier-managed inventory and a host of other things. Requirements are based on tight forecasts, Sales and Operations Planning (S&OP), and Lean principles. Buys are likely to be international, whether the buyer is purchasing from a local distributor or buying directly from overseas. Internal buying is complicated by currency, culture, communications and global time zones. All of this means more complexity in every buy as well as many new opportunities for far better negotiations. This book is written by two people with 50 plus years of experience on both the buy and sell sides of deals. The benefit to readers is an understanding of holistic thinking and analysis based on multiple internal customer needs on the buy side and multiple stakeholders on the sales side.
Download or read book Negotiating with Backbone written by Reed K. Holden and published by Pearson Education. This book was released on 2012 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book The Book on Negotiating Real Estate written by J. Scott and published by Biggerpockets Publishing, LLC. This book was released on 2019-03-28 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process -- from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.
Download or read book Strategic Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 2000 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.
Download or read book Strategic Negotiation written by Brian Dietmeyer and published by Kaplan Publishing. This book was released on 2011-05-20 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In "Strategic Negotiation," Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table. The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings: * Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal. * Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments. * Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer. * Dividing value. A presentation of ""multiple equal offers"" is made to buyers, providing more value and choices than they anticipated. Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.
Download or read book Negotiation for Purchasing Professionals written by Jonathan O'Brien and published by Kogan Page Publishers. This book was released on 2013-08-03 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Purchasing Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris. Negotiation for Purchasing Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.
Download or read book Strategic Negotiation for Buyers written by Rosemary Coates and published by . This book was released on 2013-02 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: Today, deals are rarely about just one price for one product. There is more complexity in every buy as well as many new opportunities for far better negotiations. This book is written by two people with 50+ years of experience on both the buy and sell sides of deals. The benefit to you as a reader is an understanding of holistic thinking and analysis based on multiple internal customer needs on the buy side and multiple stakeholders on the sales side.
Download or read book Strategic Negotiation written by Patrick Henry Hansen and published by . This book was released on 2005 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: What does it take to be a successful negotiator?What can we learn from history's most powerful negotiators?Patrick Henry Hansen's Strategic Negotiation draws on some of history's most compelling personalities-feared gunfighter Harry Longabaugh (the Sundance Kid), WWII German Fieldmarshal Erwin Rommel, English privateer Sir Francis Drake, British Prime Minister Winston Churchill, and more. Beginning each chapter with a captivating historical event, Strategic Negotiation both informs and entertains. Using examples from the past to teach modern principles of negotiation, Mr. Hansen provides instruction of timeless value. "This book is loaded with proven, practical, powerful techniques and strategies that you can use to negotiate the best deal every time, and to out-negotiate even the toughest customer." -Brian Tracy, Author of The Psychology of Achievement "Patrick reminds us that those who ignore history are condemned to repeat it. His use of classic scenarios informs present day practitioners. He communicates solid negotiation principles, helping the reader to understand the past in an unforgettable manner." -William D. Danko, Ph.D., Co-author of The Millionaire Next Door Chair of the marketing faculty at the State University of NY at Albany Patrick Henry Hansen is one of America's top business speakers, a best-selling author, former radio talk show host, and foremost authority on sales methodology, presentation strategies, and sales-side negotiation. His firm, Patrick Henry & Associates, provides corporate trainings and conducts sales and marketing retreats for managers, directors, and executives.
Download or read book You Negotiate It written by Robert A. Menard and published by AuthorHouse. This book was released on 2004-04 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bob Menard's You're the Buyer - You Negotiate It! enlivens the business world with an incisive, humorous, and universally applicable negotiation gem. Most negotiation books only consider the sales side of the equation. Selling is only one part of business - and not the more profitable part! Other works have painted negotiation in esoteric, academic or legal colors. Menard's refreshing approach serves up a feast to an eager market hungry to capitalize on the buyer's profit center potential, even if that profit center is a household budget. This book weaves a seamless fabric of negotiation principles over a framework of proven procurement concepts. Ample examples illustrate and reinforce the book's messages of success. Menard combines his experiences with a knack for simple, effective and straightforward expression. This seminal work synthesizes the business experience and innate skill of a consummate professional with a clear, concise set of rules, principles and guidelines that immediately allow a buyer on any level to successfully implement a change in tactics. He begins by redefining the concept of negotiation from an adversarial "Who can lie cheat and steal the fastest and the most" to more collaborative and mutually productive recognition that the conflict between buyer and seller does not revolve solely around price. Indeed, Menard skillfully demonstrates how to build a negotiation plan around the most important factor in the buy/sell relationship, the Total Cost of Ownership (TCO). Menard places great emphasis on preparation, noting that 90% of the efforts are invested in pursuits such as Price Analysis and Cost Analysis. His chapters on preparation are preludes to the construction of the negotiation strategy. He leaves tactics for last because the strategy dictates the tactics. Menard also includes a handy list of negotiation techniques to avoid.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Download or read book Bargaining for Advantage written by G. Richard Shell and published by Penguin. This book was released on 2006-05-02 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Download or read book Negotiate Without Fear written by Victoria Medvec and published by John Wiley & Sons. This book was released on 2021-07-14 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: The tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Download or read book Negotiating with Backbone written by Reed K. Holden and published by FT Press. This book was released on 2012-05-16 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Summary Strategic Negotiation written by BusinessNews Publishing, and published by Primento. This book was released on 2014-10-14 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Brian Dietmeyer and Rob Kaplan's book: "Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation". This complete summary of the ideas from Brian Dietmeyer and Rob Kaplan's book "Strategic Negotiation" shows that negotiating effectively isn't really an art. It is a science or process that can and should be systemised as deals are becoming more and more complex. In their book, the authors provide a formal four-step process for strategic negotiation which will take the guesswork out of negotiating and enable you to blueprint each transaction. This summary explains each of these steps and how you can apply them. Added-value of this summary: • Save time • Understand key concepts • Improve your negotiation skills To learn more, read "Strategic Negotiation" and discover the key to becoming a world-class negotiator.
Download or read book Strategic Negotiation written by Brian J. Dietmeyer and published by . This book was released on 2004 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.
