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B2B Street Fighting: three counterpunches to change the negotiation conversation
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B2B Street Fighting: three counterpunches to change the negotiation conversation Paperback - 2011

by Brian J. Dietmeyer


From the publisher

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 countermeasures. B2B Street Fighting finally reveals that, despite all its apparent moving parts and players, negotiation is a highly repeatable, predictable process. By embracing the inherent complexity of B2B deals, this 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.

Details

  • Title B2B Street Fighting: three counterpunches to change the negotiation conversation
  • Author Brian J. Dietmeyer
  • Binding Paperback
  • Edition First Edition, F
  • Pages 190
  • Volumes 1
  • Language ENG
  • Publisher Think! Inc., U.S.A.
  • Date 2011-03
  • ISBN 9780615368306 / 0615368301
  • Weight 0.5 lbs (0.23 kg)
  • Dimensions 8.5 x 5.51 x 0.4 in (21.59 x 14.00 x 1.02 cm)

About the author

Brian Dietmeyer is president, chief executive officer and co-founder of Think! Inc., a global strategic negotiation consultancy. Together with co-founder and business partner, Dr. Max Bazerman, Dietmeyer customizes high ROI negotiation solutions, from custom training workshops to complex organization-wide initiatives, for companies in the business-to-business market. Before Think!, Dietmeyer served as vice president of national account sales for Marriott International, his most recent position during his 17-year tenure with the company. Earlier in his career, Dietmeyer was an ironworker laborer, a dump truck driver and an auto mechanic; none of those skills is current. Dietmeyer recieved an undergraduate degree from De Paul University and an MBA from the J.L. Kellogg Graduate School of Management at Northwestern University. Dietmeyer is a sought-after speaker and columnist, and author of the book Strategic Negotiation. He has served on the board of the Strategic Account Management Association (SAMA) and chaired the MPI Adult Education Research Foundation. In his spare time Dietmeyer serves on the board of an at risk youth theatre company (Free Street Theatre) and donates time to Native American causes (American Indian Center). Dietmeyer is a native of Chicago, Illinois, USA.
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B2B Street Fighting: three counterpunches to change the negotiation conversation

B2B Street Fighting: three counterpunches to change the negotiation conversation

by Dietmeyer, Brian J

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B2B Street Fighting : Next Generation Business to Business Negotiation
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B2B Street Fighting : Next Generation Business to Business Negotiation

by Dietmeyer, Brian J

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ISBN 13
9780615368306
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B2B Street Fighting : Next Generation Business to Business Negotiation
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B2B Street Fighting : Next Generation Business to Business Negotiation

by Dietmeyer, Brian J

  • Used
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ISBN 13
9780615368306
ISBN 10
0615368301
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B2B Street Fighting : Next Generation Business to Business Negotiation
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B2B Street Fighting : Next Generation Business to Business Negotiation

by Dietmeyer, Brian J

  • Used
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ISBN 13
9780615368306
ISBN 10
0615368301
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Think! Inc. Used - Good. Used book that is in clean, average condition without any missing pages.
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B2B Street Fighting : Next Generation Business to Business Negotiation

B2B Street Fighting : Next Generation Business to Business Negotiation

by Brian J. Dietmeyer

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ISBN 13
9780615368306
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B2B Street Fighting : Next Generation Business to Business Negotiation

B2B Street Fighting : Next Generation Business to Business Negotiation

by Brian J. Dietmeyer

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ISBN 13
9780615368306
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B2B Street Fighting: three counterpunches to change the negotiation conversation
Stock Photo: Cover May Be Different

B2B Street Fighting: three counterpunches to change the negotiation conversation

by Dietmeyer, Brian J

  • Used
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ISBN 13
9780615368306
ISBN 10
0615368301
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B2B Street Fighting: three counterpunches to change the negotiation conversation
Stock Photo: Cover May Be Different

B2B Street Fighting: three counterpunches to change the negotiation conversation

by Dietmeyer, Brian J

  • Used
Condition
Used - Good
ISBN 13
9780615368306
ISBN 10
0615368301
Quantity Available
1
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Frederick, Maryland, United States
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This seller has earned a 4 of 5 Stars rating from Biblio customers.
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Description:
Think! Inc.. Used - Good. Good condition. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Bundled media such as CDs, DVDs, floppy disks or access codes may not be included.
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$8.74
$3.99 shipping to USA
B2B Street Fighting: three counterpunches to change the negotiation conversation
Stock Photo: Cover May Be Different

B2B Street Fighting: three counterpunches to change the negotiation conversation

by Dietmeyer, Brian J

  • Used
Condition
Used - Very Good
ISBN 13
9780615368306
ISBN 10
0615368301
Quantity Available
1
Seller
Frederick, Maryland, United States
Seller rating:
This seller has earned a 4 of 5 Stars rating from Biblio customers.
Item Price
$8.74
$3.99 shipping to USA

Show Details

Description:
Think! Inc.. Used - Very Good. Very Good condition. A copy that may have a few cosmetic defects. May also contain light spine creasing or a few markings such as an owner’s name, short gifter’s inscription or light stamp. Bundled media such as CDs, DVDs, floppy disks or access codes may not be included.
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