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B2B street fighting getAbstract available in multiple languages
Marie Dudek - April 10th, 2012
getAbstract now has its recommendation of B2B Street Fighting available in Russian, French, Portuguese and Chinese.
In this summary you will learn
■What the latest business-to-business (B2B) negotiating trends are
■How to get the best possible B2B deal during a negotiation
■How to use the “three counterpunches” to move the buyer from price to value
Из краткого содержания этой книги вы узнаете
■Какие тенденции сегодня наблюдаются в сфере корпоративных (B2B) переговоров
■Как добиться лучших условий на переговорах о торговой сделке
■Какие три контрприема помогут вам перевести переговоры от обсуждения цены к теме ценности ваших товаров и услуг
Ce résumé vous permettra d’apprendre
■Quelles sont les dernières tendances en matière de négociations business-to-business (B2B)
■Comment décrocher la meilleure affaire B2B possible durant une négociation
■Comment utiliser les trois ‘ripostes’ pour mettre l’accent sur la valeur et non le prix
Nesse resumo você irá aprender
■Quais são as últimas tendências na negociação business-to-business (B2B)
■Como se obter o melhor negócio B2B possível durante uma negociação
■Como usar os “três contra-ataques” para levar o comprador do preço para o valor
通过这篇书摘，您将了解到：
■企业对企业（B2B）谈判的最新趋势
■如何在企业与企业的谈判中达成对您最有利的协议
■如何运用“三步走”的回应策略，引导客户的注意力由价格转向价值
Cover updated on B2B Street Fighting
Marie Dudek - January 17th, 2012
A revised cover has been released for the B2B Street Fighting book, by Brian J. Dietmeyer. The text in the book has remained the same.
To request an excerpt of the book, click on the button below.
getAbstract recommends B2B Street Fighting
Marie Dudek - January 17th, 2012
The just released summary of B2B Street Fighting is now available from getAbstract. In this Abstract, you will learn:
1.What the latest business-to-business (B2B) negotiating trends are
2.How to get the best possible B2B deal during a negotiation
3.How to use the “three counterpunches” to move the buyer from price to value.
getAbstract recommends this intelligent approach to B2B sales reps and those who must negotiate with tough-minded buyers, winner-take-all procurement officers and savvy sourcing executives.
About getAbstract: Critical business knowledge in a flash! getAbstract offers you the largest online library of business book summaries. Thousands of the latest and most relevant business books – each summarized in five pages. Learn the key points of a book in just 10 minutes. From Finance to Management, Sales to Careers – you’ll never miss a trend!
To access the B2B Street Fighting summary, click on the button below. Available in PDF, Kindle, iPad, Nook, Sony, Blackberry and Palm versions.
B2B Street Fighting available on Kindle
Marie Dudek - May 1st, 2011
Click here to purchase your Kindle version.
B2B Street Fighting receives two excellent reviews
Marie Dudek - April 25th, 2011
Find out what two reviewers have to say about Brian J. Dietmeyer’s new book, B2B Street Fighting – Next Generation Business-to-Business Negotiation.
The first is from one of Amazon’s top 50 reviewers, Charles Ashbacker, who summed his review up with “Some books contain value because they raise your awareness and for others the value is the hard content. In this case, both values are present.”
Click here to read Charles Ashbacker’s full review.
The second is from Wayne Hurlbert, the author of Blog Business World and the voice of Blog Business Sucess Radio. Hurlbert states, “This book will not only place any business sales person on equal footing with buyers, but will give them the upper hand in negotiations. The result will be more sales and better relationships with purchasing representatives and customers in general.”
Click here to read Wayne Hurlbert’s full review.
New book released: B2B Street Fighting – three counterpunches to change the negotiation conversation
Marie Dudek - April 18th, 2011
Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation.
Negotiation has long been thought of as merely a soft skill or a series of random verbal tactics. No more! Gone are yesterday’s long lists of tactics and counter-measures. B2B Street Fighting finally reveals that, despite all its many moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, the book’s three counterpunches train you to find and analyze the data you need to anticipate, prepare for and neutralize 97% of buyer negotiation tactics, including the scariest sentence you will ever hear: “I can get the same thing cheaper.”
Once and for all, B2B Street Fighting shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
Click here to purchase B2B Street Fighting, by Brian J. Dietmeyer.
Click here to purchase B2B Street Fighting for your Kindle.
Strategic Negotiation
Brian Dietmeyer - June 14th, 2006
We all know that the business environment changes every day. But the radical shift that’s taken place in negotiating in recent years is so substantial that it requires an equally radical shift in thinking. Looking at negotiation as a series of tactics simply won’t work anymore. The only way you can meet the challenges of negotiating in today’s business world is to think of negotiating as a process. And that’s what Strategic Negotiation is all about. It provides you with a systematic and rational process that enables you to go beyond “win-win” to create true, measurable business value, and allow both you and your customer to meet – and exceed – your negotiation goals.
Based on the research of Harvard professor Max H. Bazerman, and further developed by Brian Dietmeyer and his colleagues at Think! Inc., the Strategic Negotiation process shows that ultimately every negotiation follows the same “blueprint,” and how by filling-in that blueprint you and your customers can get even more out of a negotiation than either of you expected going into it. The four-step process includes:
- Estimating the Negotiation. Determining what affects – both positive and negative – not reaching agreement will have on both sides, and what the real issues are in the negotiation.
- Validating the Estimation. Determining the accuracy of the estimates made in the initial assessment.
- Creating Value. Creating measurable value by structuring several alternative deals that provide both sides with what’s essential to them, as well as additional benefits.
- Dividing Value. Presenting “Multiple Equal Offers” to enable both sides to divide the value created by the Strategic Negotiation process.
The changing business environment demands a new way of looking at negotiation. In Strategic Negotiation, Brian Dietmeyer and Rob Kaplan show you how, by seeing negotiation as a process, and applying that process, you can create measurable business value, generate more customer satisfaction, and increase your profits, regardless of the type of product or service you sell.