Includes bibliographical references and index.

Selling : fundamentals and modern practices -- Selling process : journey towards closing the deal -- Fundamental concepts, types and conceptual instruments of negotiation -- Styles, strategies and tactics of negotiation -- Negotiation process -- Dealing with "difficult" people and situations -- Case study negotiated resolution of dokalam standoff -- Bibliography -- Index.

"In today's challenging business environment and transforming consumer behaviour, selling and negotiation skills are paramount in gaining competitive advantage and to drive success. This comprehensive yet concise book dwells upon these critical skills at large, covering the varied sales approaches and strategies along with negotiation styles and tactics. The text is interspersed with numerous illustrative examples from diverse real-life situations for an easy understanding of the subject. Written in a simple, lucid language and filled with tools and helpful tactics, Selling and Negotiation Skills: A Pragmatic Approach simplifies the whole negotiation process to achieve a win-win situation for everyone."-- An indispensable companion of every student and professional who hopes to master the art of negotiation and selling.

Provided by publisher

College of Business and Accountancy Bachelor of Science in Business Administration Major in Marketing Management

In English