The Negotiator in You: Sales is an audiobook specifically geared to people who sell anything and everything. Salespeople negotiate constantly with prospective and existing clients, and internally with bosses and representatives of other divisions. Moreover, salespeople are vulnerable to external forces that either enhance or severely limit their efforts during negotiations. In this audiobook, salespeople will learn to overcome the following key challenges: short-term gratification (making the sale) vs. long-term (building the relationship); giving away more than necessary; taking lessons from one negotiation and transferring them; negotiating up, down, and sideways; mapping the players and getting alignment; ensuring that an agreement makes sense for you and your company; retaining your profit margin and still getting the deal done; and dealing with difficult customers—while still making the sale.
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Joshua N. Weiss is the cofounder of the Global Negotiation Initiative at Harvard University. He received his PhD from the Institute for Conflict Analysis and Resolution at George Mason University in 2002. Weiss has published extensively on negotiation and is an internationally recognized speaker and trainer on negotiation at the organizational, corporate, government, and international levels.
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