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๐ Book: Negotiating With Tough Customers | โ๏ธ Author: Steve Reilly | Episode 6
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โถ๏ธ Watch this episode on YouTube: https://youtu.be/qsqEvmK812I
๐Book: "Negotiating With Tough Customers: Never take no for a final answer, and other tactics to win at the bargaining table"
๐Genre: Business / Sales
โ๏ธ Author: Steve Reilly
๐ง Episode info:
Master Negotiator Steve Reilly talks about his book "Negotiating With Tough Customers."
The definitive antithesis to the WIN-WIN theory of negotiation, the book is THE most important piece of literature on ZERO SUM negotiation theory.
๐ง Steve Reilly's Email: stephenjosephreilly@gmail.com
๐ Steve Reilly's bibliography:
1. Raising Alex
2. Negotiating With Tough Customers
3. Facilitative Leadership
4. Conversations With My Sales Manager
5. The Facilitative Leader
6. You're Killing Me Here!
๐ Steve Reilly's book recommendations:
1. Dune Trilogy, Frank Herbert
2. Foundation Trilogy, Isaac Asimov
3. Project Hail Mary, Andy Weir
4. The Martian, Andy Weir
5. The Great Big Book Of Horrible Things, Matthew White
6. The 7 Habits Of Highly Effective People, Stephen Covey
7. Getting To Yes, Roger Fisher & William Ury
๐ Book Review by Omar Nizam:
Master Negotiator Steve Reilly's book "Negotiating With Tough Customers" challenges the "Win-Win" negotiation philosophy that was highly popularized over the past 40 years by putting forth a contrarian truth.
According to Reilly, customers who approach negotiations with a "take no prisoners attitude" are best handled by employing a "zero-sum" negotiation philosophy. In short, Reilly's methodology succeeds when the win-win philosophy fails.
Personally, the book was a godsend for someone like myself who works as a Sales Director in the Bangladesh Construction Industry, where there is a plethora of lift/elevator suppliers and where the Bargaining Power of Customers is extremely high.
I picked up the book quite serendipitously during my travels and was completely sold the moment I read the author's take on a highly fundamental truth, i.e. that there is a huge difference between selling SIMPLE products (e.g. cars) and selling COMPLEX products (e.g. lifts / elevators, escalators, cranes).
Whereas a list of tips and tricks may suffice to sell simple products, selling complex products requires a much more robust and coordinated strategy.
The book touches on all of the above as well as deep diving into the nitty gritty of how to put forth first offers, counteroffers, and Best & Final offers.
Negotiating With Tough Customers - in my humble opinion - is the best Negotiation book ever written. It is a must read for anyone that works in an industry with complex products and/or is looking to improve their negotiation skills in general.
As such, the book is highly deserving of full marks (with great distinction).
My Rating: 5/5 stars (with great distinction) ๐๐๐๐๐
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