You're the Buyer-You Negotiate It!

Bob Menard’S You’Rethe Buyer – You Negotiate It! Enlivens The Business World With An IncisiveHumorous And Universally Applicable Negotiation Gem. Most Negotiation Books Only Consider Thesales Side Of The Equation. Selling Isonly One Part Of Business – And Not The More Profitable Part! Other Works Have Painted Negotiation Inesoteric Academic Or Legal Colors. Menard’S Refreshing Approach Serves Up A Feast To An Eager Market Hungryto Capitalize On The Buyer’S Profit Center Potential Even If That Profitcenter Is A Household Budget.This Book Weaves A Seamlessfabric Of Negotiation Principles Over A Framework Of Proven Procurementconcepts. Ample Examples Illustrate Andreinforce The Book’S Messages Of Success. Menard Combines His Experiences With A Knack For Simple Effective Andstraightforward Expression. This Seminalwork Synthesizes The Business Experience And Innate Skill Of A Consummateprofessional With A Clear Concise Set Of Rules Principles And Guidelines Thatimmediately Allow A Buyer On Any Level To Successfully Implement A Change Intactics.He Begins By Redefining Theconcept Of Negotiation From An Adversarial “Who Can Lie Cheat And Steal Thefastest And The Most” To More Collaborative And Mutually Productive Recognitionthat The Conflict Between Buyer And Seller Does Not Revolve Solely Aroundprice. Indeed Menard Skillfullydemonstrates How To Build A Negotiation Plan Around The Most Important Factorin The Buy/Sell Relationship The Total Cost Of Ownership (Tco). Menard Places Great Emphasis Onpreparation Noting That 90% Of The Efforts Are Invested In Pursuits Such Asprice Analysis And Cost Analysis. His Chapters On Preparation Are Preludes Tothe Construction Of The Negotiation Strategy. He Leaves Tactics For Last Because The Strategy Dictates Thetactics. Menard Also Includes A Handylist Of Negotiation Techniques To Avoid. Many Tables And Templates Areincluded To Help Readers Internalize The Concepts Presented In A Practical Anduseful Fashion. The Appendices Provideexercises That Readers Can Use To Measure Their Negotiation Skills And Apply Inpractical Situations.