Selling and Negotiation Skills

A Pragmatic Approach

Prashant Chaudhary

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English

Routledge India
17 October 2024

Economics; Advertising; Distributive industries; Service industries

This book is a complete guide to learning the critical selling and negotiation skills to gain a competitive edge in a challenging business environment.

The volume covers various negotiation approaches, strategies, tactics and styles that are adaptable and compatible with emerging business models and technologies. Businesses worldwide are adapting to changing consumer behaviour and focusing on more sustainable and future-ready selling and negotiation strategies. Richly illustrated with examples from diverse domains and real-life situations for an easy understanding of the subject, this book looks at

strategies, tactics and styles for negotiation and the tools or technologies used for effectively selling;

business cases and scenarios that illustrate the direct application of concepts, making the book practical, accessible and relevant and

customer-centric selling and negotiation strategies, processes and approaches.

A valuable companion for students, teachers, research scholars and professionals working in sales, business and management, this revised edition will also be of interest to those working in the areas of global business and trade, international affairs, marketing and economics.

By: Prashant Chaudhary
Imprint: Routledge India
Country of Publication: United Kingdom
Edition: 2nd edition
Dimensions: Height: 234mm, Width: 156mm,
ISBN: 9781032886800
ISBN 10: 1032886803
Pages: 322
Publication Date: 17 October 2024
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Paperback
Publisher's Status: Forthcoming

List of Figures. List of Tables. Preface. Acknowledgements 1. Selling: Fundamentals and Modern Practices 2. Selling Process: Journey towards Closing the Deal 3. Fundamental Concepts, Types and Conceptual Instruments of Negotiation 4. Styles, Strategies and Tactics of Negotiation 5. Negotiation Process – Journey towards Agreement, Consensus and Collaboration 6. Dealing with ‘Difficult’ People and Situations. Index.

Prashant Chaudhary (PhD) is currently working as associate professor at Dr. Vishwanath Karad MIT World Peace University, Pune, India. He previously worked with the Symbiosis Skills and Professional University (SSPU) and other leading institutions. He has also worked with several MNCs in different positions and capacities.