Negotiate to Close: How to Make More Successful Deals

by Gary Karrass

In Negotiate to Close Gary Karrass teaches that the salesperson or business executive is in a stronger position than he or she may have thought and highlights the specific skills and techniques that lead to more closings and better profits.

Explains the strategies, tactics, and techniques of negotiation, covering diverse types of negotiation situations, the goals of buyers, the power of taking risks, how to make concessions the smart way, how to negotiate within your own organization, and more.

Genres: Nonfiction, Business, Education

Paperback

First published September 1, 1985

Reviews

[Dylan Wenke · Rating 2 out of 5]

Great for customer facing sales.

[Andrii · Rating 5 out of 5]

Very useful book for those in business who is in charge of selling or buying. Written in simple and engaging way. Loved the summary of whole book in the end

[Justin · Rating 3 out of 5]

There is great info, but it could be summed up in 25 pages, not 225.

[Rory Douglas · Rating 4 out of 5]

The best marriage-counseling book you can read. These tactics will work on your spouse.

[Aaron · Rating 4 out of 5]

Simple tips, worth a read if you are a sales professional

[Jim Lavis · Rating 2 out of 5]

These methods might have worked in a distributive negotiation back in the day, but I'm afraid it's just too dated to be of any use.