Negotiate to Close How to Make More Successful Deals In this book the author uses the salesperson relationship of the buyer and seller to discuss negotiation. The author identifies the sources of power that a seller has when negotiating, and the tactics used by buyers to get what they want. Recognizing these key points allows sellers to become more effective negotiators. According to the author, power is what you think it is. If people think …showed first 75 words of 1162 total…

…showed last 75 words of 1162 total…get something in return when you concede. This allows both parties to feel as though they worked for the end negotiation and gives the feeling of satisfaction. In conclusion, time enables you to realize your sources of power in negotiation, helps you identify buyer tactics, helps you consider and use countermeasures to those tactics, and enables buyer wants to change during negotiation. With these strategies, tactics, and techniques, you will be a more effective negotiator.