{"product_id":"hardball-negotiations-vendor-ploys-and-buyer-tactics-9798371895356","title":"Hardball Negotiations: Vendor Ploys and Buyer Tactics","description":"\u003cp\u003e • Author(s): Stephen Guth\u003cbr\u003e • Publisher: Independently Published\u003cbr\u003e • Publisher Imprint: Independently Published\u003cbr\u003e • BISAC: Negotiating\u003c\/p\u003e\u003cp\u003e\u003cb\u003eHow to Spot and Deflate Down-and-Dirty Hardball Negotiation Ploys\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003eIf you're looking for a book on win-win \"getting to yes\" feel-good negotiations, this is not that book. In \u003ci\u003eHardball Negotiations: Vendor Ploys and Buyer Tactics\u003c\/i\u003e, author, attorney, and procurement expert Stephen Guth shines a scorching light on the dark art of down-and-dirty hardball negotiations. Written by a buyer for buyers, he shares over 20 years of real-life experience dealing with hardball negotiators and slimy vendors. You'll learn how to spot vendor ploys, stop them in their tracks, and deliver your own withering buyer tactics. Learn how you stack up against your worthy adversary-the vendor-and their favorite ploys: \u003ci\u003eFunny Money\u003c\/i\u003e, \u003ci\u003ePop-Tart\u003c\/i\u003e, \u003ci\u003eSurprise!\u003c\/i\u003e, \u003ci\u003eBest Friends Forever\u003c\/i\u003e, \u003ci\u003eFlock of Seagulls\u003c\/i\u003e, \u003ci\u003eCar Dealer\u003c\/i\u003e, \u003ci\u003eTake It or Leave it\u003c\/i\u003e, \u003ci\u003eCheap Shots\u003c\/i\u003e, \u003ci\u003eMisdirection\u003c\/i\u003e, \u003ci\u003ePolicy Parrot\u003c\/i\u003e, \u003ci\u003eParasite\u003c\/i\u003e, and more. Guth not only explains what buyer tactics to use, when, and how, but he also covers the science behind why his game-changing tactics work: \u003ci\u003eDrop the Anchor\u003c\/i\u003e, \u003ci\u003eQuid Pro Quo\u003c\/i\u003e, \u003ci\u003eLaw of Diminishing Concessions\u003c\/i\u003e, \u003ci\u003eSchmooze or Lose\u003c\/i\u003e, \u003ci\u003eCoffee and Donuts\u003c\/i\u003e, \u003ci\u003eTorture Chamber\u003c\/i\u003e, \u003ci\u003eBluffing\u003c\/i\u003e, \u003ci\u003eMonkey See - Monkey Do\u003c\/i\u003e, \u003ci\u003eLie Detector\u003c\/i\u003e, \u003ci\u003eSalami Slicing\u003c\/i\u003e, \u003ci\u003eThe Great Equalizer\u003c\/i\u003e, and more. Guth packs this negotiation playbook with over 50 ploys and tactics that will amp up your negotiation game. Ready to get your game face on?","brand":"Independently Published","offers":[{"title":"Paperback","offer_id":45496751358103,"sku":"9798371895356","price":1733.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9798371895356.webp?v=1768588077","url":"https:\/\/atlanticbooks.com\/products\/hardball-negotiations-vendor-ploys-and-buyer-tactics-9798371895356","provider":"Atlantic Books","version":"1.0","type":"link"}