{"product_id":"2940172500992","title":"Negotiating with Tough Customers: Never Take ¿No!¿ for a Final Answer and Other Tactics to Win at the Bargaining Table","description":"Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just \"take it or leave it.\" You may think you are negotiating, but if the other side isn't playing, you aren't either. \u003cbr\u003e\u003cbr\u003e Regardless of the industry, situation, or product, the two most common mistakes negotiators make are:\u003cbr\u003e\u003col\u003e\n\u003cli\u003ethey give ground too easily, and;\u003c\/li\u003e\n\u003cli\u003ethey get nothing in return.\u003c\/li\u003e\n\u003c\/ol\u003eWhen dealing with tough customers it is even more important to be able to defend your position and bargain for reciprocal concessions. \u003ci\u003eNegotiating With Tough Customers\u003c\/i\u003e provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return.\u003cbr\u003e\u003cbr\u003eUsing a cooperative, collaborative approach in a hardball negotiation just doesn't work. Tough negotiators will play win-win, but only if they have nothing to lose.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eNegotiating With Tough Customers \u003c\/i\u003ewill make you a better salesperson by making you a better negotiator...and vice versa.","brand":"Instructional Systems [Aubrey J. Kline (aka Jim Kline dba Instructional Systems)]","offers":[{"title":"Default Title","offer_id":47099006124272,"sku":"2940172500992","price":29.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940172500992_p0.jpg?v=1763836764","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940172500992","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}