{"product_id":"9781637748404","title":"Four Levers Negotiating: The Simple, Counterintuitive Way to Higher Deal Values and Lasting Trust","description":"\u003ctable\u003e\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eAuthor\/Contributor(s):\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eCaponi, Todd\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003ePublisher:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003eMatt Holt Books\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eDate:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003e1\/27\/2026\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eBinding:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eHardcover\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eCondition:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eNEW\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\u003c\/table\u003e\u003cb\u003eA simple framework applicable in every common business-to-business sales scenario for building trust and leaving negotiating anxiety behind.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eHave you ever felt like learning to negotiate requires a different personality than that required to sell? \u003cbr\u003e \u003cbr\u003eGreat salespeople foster relationships built on trust and a focus on customer outcomes. Yet, when the customer says “yes” and it’s time to negotiate, we change personalities. We hide things, focus on our own optimal outcomes, and in many cases, leverage strategies drawn from FBI hostage negotiation techniques.\u003cbr\u003e \u003cbr\u003eThere’s a better way. In \u003ci\u003eFour Levers Negotiating\u003c\/i\u003e, sales leader, award-winning author, and sought-after speaker Todd Caponi shows you how through a simple, immediately actionable framework for all the common sales scenarios you encounter—big deals and small. Learn:\u003cbr\u003e \u003cul\u003e \u003cli aria-level=\"1\"\u003eWhy traditional negotiating approaches are no longer sustainable\u003c\/li\u003e \u003cli aria-level=\"1\"\u003eThe four levers to pull in any negotiation to make magic happen\u003c\/li\u003e \u003cli aria-level=\"1\"\u003eHow to better position and propose your pricing\u003c\/li\u003e \u003cli aria-level=\"1\"\u003eStrategies for navigating common concession requests that arise in negotiations\u003c\/li\u003e \u003c\/ul\u003e \u003cbr\u003eIn today’s “as-a-service” economy, where the deal itself is merely an early milestone on the path to acquiring customers who not only buy from you, but stay, buy more, and become your advocates, one-off, trust eroding approaches are no longer sustainable. \u003cbr\u003e \u003cbr\u003e\u003ci\u003eFour Levers Negotiating\u003c\/i\u003e is your immediately actionable guide to building trust instead of eroding it, discounting less, forecasting more accurately, and, ultimately, leaving negotiating anxiety behind.","brand":"Matt Holt Books","offers":[{"title":"Default Title","offer_id":46945299300607,"sku":"9781637748404","price":28.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0452\/0886\/2873\/files\/9781637748404_s600x595.jpg?v=1774896341","url":"https:\/\/massivebookshop.com\/products\/9781637748404","provider":"MASSIVE BOOKSHOP","version":"1.0","type":"link"}