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Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
In a competitive job market, first impressions are vital. To get an interview you’re going to have to stand out and a well-executed cover letter is vital to ensure that you do not fall at the first hurdle. This book takes you through all the essential rules and high impact strategies to ensure your cover letter makes you stand out from the crowd. It takes a detailed look at the fifteen most common cover letter mistakes to ensure you do not make the errors that the competition will be, and covers everysituation from email and fax to speculative letters, career-development letters and advert-response letters.
The best and most up-to-date guidance available on writing and presenting the perfect CV is back in a new edition. This is the most definitive and well-researched guide to planning, writing and presenting compelling CVs to maximise your chances of getting an interview. The guidance in this book has been tried, tested and honed to perfection. The unique content includes a chapter on avoiding the most common CV mistakes, which only a few of the very best CVs actually manage to do. Written by the CEO of the UK’s leading CV consultancy service, James Innes, the book is supported by exclusive online tools and bonus content including sample CV templates to help you target your CV to the specific industry you’re applying to.
B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.
Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.
The best way to start a business—is to buy one Seeking a way out of the traditional corporate world? Eager to start a business where you are the boss? You should consider buying your own business. Buying a business is the most viable and exciting alternative available for those searching for a new, entrepreneurial way of life. In fact, more people will go into business for themselves in the next five years than in the last two decades combined. Buy Your Own Business is a comprehensive field guide that shows how to define goals and map out surefire strategies for finding—and ultimately buying—a business that will work. This book covers all you need to know about: Determining what type of business (retail, service, manufacturing, or wholesale) is right for you, including whether you should consider a franchise Finding creative methods of financing the acquisition Negotiating price, structuring the transaction to protect your legal interests and improve the tax consequences, and closing the deal Making the business a success once the ink has dried. Buy Your Own Business is sure to encourage and assist all those interested in changing their lives by becoming their own boss and owner. "An invaluable tool for budding entrepreneurs and for those who've already taken the plunge." —Dean Shepherd, Anchor, WNBC's Live at Five, former CNBC News Anchor "The creative ideas, the inside information, the compendium of facts, the lists of resources and support services contained within these pages are enough to energize even the most cautious among us." —Stephen Pollan, best-selling author of Die Broke Visit us online at www.mgr.com
If you have been struggling to get the reputation and fame of a world-class global buyer, you are fortunate. I have written this self-help guide to help you become that world-class buyer. In less than three to four years (depending on your education level), if you read this book and apply the attributes, you will achieve your career goals and earn the reputation of being world-class. In this self-help book, you will learn the thirteen specific skills required to become a world-class buyer, such as transportation, billing terms, cash flow, profit, long-term contracts, partnering versus strategic alliance, mentoring, ethics and morals, business modeling, and effective presentations, just to name a few. Also included in the book are the eight steps in supply category management, negotiating for damages, seven key attributes for success, and the fifteen common traits of winners. Last but certainly not the least are very helpful hints found after each chapter, which are summarized in the closing chapter 25. I hope you had as much pleasure reading the book as I had writing it. Look for my upcoming sequel, The Definitive Guide to Obtaining a 100% Investment Return. Enjoy!

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