Jay Conrad Levinson, Donald W Hendon

Guerrilla Deal-Making

How to Put the Big Dog on Your Leash and Keep Him There

• Broschiertes Buch

Produktbeschreibung

A major addition to the best-selling Guerrilla Marketing series. Focuses on winning big when dealing with big dogs and other guerrillas. 100 very unique and extremely powerful deal-making weapons plus 265 more. And 400 counter-weapons to overcome each and every maneuver you encounter. Read it--you'll discover such unusual techniques as the swarming ambush and the rule of three. You'll stop losing. You'll become a consistent winner.

Produktdetails

• Verlag: Morgan James Publishing
• Seitenzahl: 262
• Erscheinungstermin: 15. Januar 2013
• Englisch
• Abmessung: 229mm x 152mm x 16mm
• Gewicht: 430g
• ISBN-13: 9781614482444
• ISBN-10: 1614482446
• Artikelnr.: 35564076

Autorenporträt

Dr. Donald Wayne Hendon has valuable information that nobody else in the world has. He has given several thousand seminars and consulted for firms in 36 nations on six continents--from Saudi Arabia to Australia. He has made deals with executives from 54 nations, using more than 300 tactics in his repertoire. Each nation has a unique negotiating style, and Dr. Hendon knows these styles intimately--the specific tactics used the most by executives in those countries when they buy and sell, when they wheel and deal. Don trains his clients thoroughly. He gives them the power to win big--and to win often--when they negotiate with people from these nations. Contact him and become more powerful when you make deals. Jay Conrad Levinson, the father of Guerrilla Marketing, is the author of the best-selling marketing series in history. His books have sold more than 30 million copies worldwide.

Inhaltsangabe

Summary: 18 chapters: Chapter 1: Donald Trump vs. Mao Tse
Tung at the negotiating table. A fractured fairy tale introducing major deal
making weapons, countermeasures, dumb mistakes made in deal
making. Chapter 2: Why Americans aren't very good at deal
making
and what you can do about it! 18 comprehensive reasons Chapter 3: Know your enemy
how to get inside the big dog's mind. What makes big dogs and winners different than underdogs and losers Chapter 4: 365 deal
making weapons. The most comprehensive list ever assembled Chapters 5 through 9. The 50 most powerful and under
used deal
making weapons. 6 categories: Preparation. Assertive. Defensive. Submissive. Cooperative. Dirty tricks. Plus several hundred counter
weapons Chapters 10 through 15: The 50 most powerful and over
used deal
making weapons. Same 6 categories. Plus several hundred more counter
weapons Chapter 16: Guerilla concession
making. How to make concessions the right way
and how to make big dogs give you more than they want to. Highlights: * 20 do's and 20 don'ts * Strongest and weakest concession patterns * How to determine the dollar value of every concession * Why simply talking is a big concession * Why listening is the cheapest
and most important
concession you can make * How to recognize the big dog's concession patterns and how to use them against him * Why you should never say "I'll think about it" Chapter 17: Guerrilla body language. How to tell what's going on in the big dog's mind without him knowing that you know
whether he's interested, whether he's lying, whether he's on a power trip. Over 200 gestures * The 51 basic gestures * 79 evaluation gestures * 40 gestures liars make * 18 domination gestures * 12 touching gestures * The body language of furniture placement
Hidden meanings of office layout * Where people choose to sit * 32 ways to manipulate other people with your own body language Chapter 18: How to become the ultimate guerrilla. Wrapping it up by revealing how losers become winners Some of the 100 deal
making weapons in Chapters 5
15: * Learn from children
they're great negotiators * Negotiate on an empty stomach, never when you're full * Mornings are much better times to make deals than afternoons * Imply your power
don't intentionally display it * Learn from the Chinese
use the swarming ambush and the rule of three * The person with the least commitment to the relationship has the most power. So does the person who says the least * Why grapevine gossip is the most believable kind of communication * How to actually capture the big dog
make it impossible for him to go elsewhere * Win by using manipulative music and frightening surroundings * Playing dumb is smart. And it's even smarter to know when you're stupid * The dynamic duo
the power of arrogance and the power of ego * Wish lists and reality lists * Intimidating the big dog
4 ways to win, 5 ways to lose * Take it or leave it
using it and mis
using it * Using the 2 G
spots: Greed and gullibility * Funny money and real money * The power of being un
prepared * Reciprocity should not be even
how to get the big dog to give you a lot more than you gave him * The power of powerlessness and 8 other power sources you didn't even know you had