Negotiation
Showing 1–16 of 20 results
| Title & Subtitle | Abstract | Contributors | Pages | Year | Purchase |
|---|---|---|---|---|---|
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From  Communication |
Strategic negotiators develop the skills, understanding and perspective to make considered and calculated choices about communication. Three forms of communication, the agent-principal … | David C. Dingwall | 37 | 2016 | $3.70 Add |
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From  Demand Generation— Filling the Sales FunnelFrom: Committed |
In this chapter, Sprickerhoff examines demand generation strategies for a five-stage sales funnel in the post-COVID-19 era, spanning referral networking, LinkedIn social proximity, outbound … | Eldon Sprickerhoff | 7 | 2024 | $0.70 Add |
|
From Demons for Negotiators |
The majority of difficulties that occur in a bargaining process arise out of errors made by the negotiators themselves which Dingwall breaks down into ego-creep, bias, neediness, naïve … | David C. Dingwall | 22 | 2016 | $2.20 Add |
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From Final Thoughts & David’s Recommendations for Further Reading |
Final thoughts on the text and recommended further reading for this topic. | David C. Dingwall | 9 | 2016 | $0.90 Add |
|
From Foreword |
Foreward by Jean Chrétien about the author’s background and the importance of this book | David C. Dingwall | 4 | 2016 | $0.40 Add |
|
From Forming and Designing the Deal |
This chapter outlines Dingwall’s eleven principles of influence, key considerations for deal formation, and provides tips on your approach | David C. Dingwall | 30 | 2016 | $3.00 Add |
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From Founder-Led SalesFrom: Committed |
In this chapter, Sprickerhoff offers a compelling look at how founders of new technology companies must personally lead early sales efforts, drawing on the experience of eSentire, a Canadian … | Eldon Sprickerhoff | 8 | 2024 | $0.80 Add |
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From Fundamentals |
the fundamental competencies that a negotiator must possess broken down into: Planning, Expertise, Preparation, Alternatives, Patience, and Attention to Detail | David C. Dingwall | 35 | 2016 | $3.50 Add |
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From Game Changers |
Qualities and emphases that have a significant impact on the outcome of negotiations and set certain negotiators apart broken down into Behaviour and Attitude; Authenticity, Integrity and Trust; … | David C. Dingwall | 35 | 2016 | $3.50 Add |
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From Live at the Table |
Dingwall gives a thorough outline of the process once the negotiation is at the table. He discusses building rapport, opening statements, first offers, first counteroffer, the issue of price, and … | David C. Dingwall | 36 | 2016 | $3.60 Add |
Negotiating So Everyone WinsSecrets you can use from Canada's top business, sports, labour and political negotiators |
Every day, people make deals that matter. But very few of us benefit from the public scrutiny and analysis that have helped Canada’s leading negotiation experts hone their craft. Hockey … | 336 | View | ||
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From Post-Financing, or How Money Magnifies IssuesFrom: Committed |
In this chapter, Sprickerhoff examines how a capital raise amplifies the very problems a startup hopes to resolve. | Eldon Sprickerhoff | 4 | 2024 | $0.40 Add |
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From PrefaceFrom: Committed |
In this preface, Ethan Smart chronicles his mentorship with Eldon Sprickerhoff during their turbulent journey of building a cybersecurity startup. | Ethan Smart | 3 | 2024 | $0.30 Add |
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From Sales Discovery and DevelopmentFrom: Committed |
In this chapter, Sprickerhoff explores early-stage sales strategies, particularly in the technology and cybersecurity sectors. | Eldon Sprickerhoff | 10 | 2024 | $1.00 Add |
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From Sales Is VulnerabilityFrom: Committed |
In this chapter, Sprickerhoff explores how technical foundersnavigate early-stage sales, framing the process as an act of vulnerability. | Eldon Sprickerhoff | 10 | 2024 | $1.00 Add |
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From The Close |
Dingwall outlines everything you need to know about closing negotiations. He provides nine basic considerations for closing, limiting issues on the other side, types of closes, components of the … | David C. Dingwall | 29 | 2016 | $2.90 Add |
