'The Print Industry Negotiation Handbook' is new e-book written by Matthew Parker. It gives an in-depth, stage-by-stage overview of the negotiation process and includes various case studies in the print industry.
“I’ve come across many, many people in the print industry who simply give way when I negotiate with them. Often I’d be prepared to give a little more away to get the right outcome. But I’m rarely asked for it. So I don’t offer it.
“Negotiation is a vital skill in the print industry. But it is not practiced enough. Every little bit that it gained in a negotiation is pure profit. So it’s worth getting your negotiation right. That’s why I decided to write this book,” said Parker, who is the director of Print and Procurement, a training and consultancy firm that assists both print companies and companies that buy print.
Amongst other topics, the book covers:
Why the best negotiators are givers.
Why making the other party a loser does not create negotiation success.
How the seven stage system will stop your negotiation from going off the rails.
How spending five minutes longer on your negotiation will improve your results by over 100%.
How to avoid using straight line negotiation and giving way on price.
How to control your negotiation in 37 seconds.
How selling can be a negotiator’s key strength.
How a mirror makes you a better negotiator.
Why small talk gets big results.
How markers are the road signs to improved negotiation results.
How hide and seek can ruin a negotiation.
Why valuation makes your negotiation proposal worth more to you.
How to give your negotiation opponent the advantage in one simple move.
Why using WIIFM in a negotiation ensures you get what you want.
Why Pareto agreement will reduce your negotiation time by 80%.
The three signs of closure that prevent wasted negotiation time.
How a cesmar follow up prevents future negotiation problems.
Why never-ending negotiations produce better results.
How managing relationships sets up a perfect follow-on negotiation.
Why tenders help negotiators achieve successful results.
How negotiation can reduce your personal expenditure by over 17%.
The book cost at £37 (or £41.50 for the premium version which includes a full audio recording and a set of negotiation checklists).
www.printandprocurement.com