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Imperial Library
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Index
Title Page
Copyright Page
Dedication page
Contents
Acknowledgments
About the Author
Introduction
Part I: The Great Game of Procurement
1. Tough Selling—The New Normal
2. The Tells of the Game
3. Stacking the Deck in Your Favor
4. Getting the Tactics Right the First Time
Part II: Eight Knock-’em-Dead Scenarios for Winning the Game
5. Negotiating with Price Buyers
6. Negotiating with Relationship Buyers
7. Negotiating with Value Buyers
8. Negotiating with Poker Players
Part III: It’s a Negotiation, Not a Surrender
9. Beware the Signs of a Losing Game
10. The Realities of the Game
Index
FT Press
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