Negotiate to Close: How to Make More Successful Deals

By Gary Karrass

Book Overview

In Negotiate to Close Gary Karrass teaches that the salesperson or business executive is in a stronger position than he or she may have thought and highlights the specific skills and techniques that lead to more closings and better profits.

Explains the strategies, tactics, and techniques of negotiation, covering diverse types of negotiation situations, the goals of buyers, the power of taking risks, how to make concessions the smart way, how to negotiate within your own organization, and more.

• Format: Paperback
• Language: English
• ISBN: 0671628860
• ISBN13: 9780671628864
• Release Date: September 1987
• Publisher: Touchstone Books
• Length: 224 Pages
• Weight: 0.50 lbs.
• Dimensions: 0.6" x 5.6" x 8.5"

Customer Reviews

Concise and Effective

This book very clearly and directly covers most negotitation techniques. It's an easy read that should help both sales professionals and purchasing agents. After reading this book, I was able to identify when tactics were being used on me and it armed me with effective countermeasures. I'm positive that this book helped me put bigger and more profitable deals together than I would have without having read it.

Read this book and level the playing field!

I recently took on a project to read the 4 or 5 negotiating books that I had accumulated over the years. Of all of the books that I read--Negotiating to Close was the only one specifically written with the salesperson in mind. Over the years it has become increasingly clear to me that buyers are employing skills and technology to try to win the best values for their companies. Negotiate to Close helps level that playing field. Knowing the technology of selling isn't enough--you also need to know the technology of making a successful deal.There was some excellent information here that didn't appear in any of the other negotiating books. For example--his explanation of how the Good Cop/Bad Cop technique can be used to get you to accept a bad deal from the good cop--was an eye opener.Gary Karrass teaches negotiating from the perspective of someone who has clearly "carried a bag". I could go on and on--bottom line--if you sell--read and use this book.

Great Book for Sales People

I have been working on a sales job for almost 12 years but reading Mr. Karrass' book gave me a totally different perspective to the way I do business with my customers. The book covers all important topics for people working on sales that have to negotiate with large accounts. This book should be the background for everyone that decides to start working on a sales job, since it helps you to uncover your power and improve your performance when dealing with customers.

This will change the way you communicate with everyone

When you speak you want to get your point across. Karrass in an easy reading style sets out those rules of communication. If you know the rules you can have fun and respect when someone says "I saw it cheaper down the street" or "I will wash the dishes tomorrow".This book is not just for the salesperson. The book is for everyone who wants to negotiate.

A great book; it really helped me.

This is a very easy to read book. I've applied the techniques and principles in the book with great success. I highly recommend it!