Management

Drawing on real-life cases from a wide range of industries, two acclaimed experts offer a sophisticated but accessible guide to business deals, designed to maximize value for your side.

Business transactions take widely varying forms—from multibillion-dollar corporate mergers to patent licenses to the signing of an all-star quarterback. Yet every deal shares the same goal, or at least should: to maximize the joint value created and to distribute that value among the parties. Building on decades of experience teaching and advising on business deals, Michael Klausner and Guhan Subramanian show how to accomplish this goal through rigorous attention to designing incentives, conveying information, and specifying parties’ rights and obligations.

Deals captures the range of real-life transactional complexities with case studies covering Microsoft’s acquisition of LinkedIn, Scarlett Johansson’s contract dispute with Disney over the release of Black Widow, litigation surrounding LVMH’s pandemic-disrupted acquisition of Tiffany, the feud between George Norcross and Lewis Katz over ownership of the Philadelphia Inquirer, NBC/Viacom’s negotiation with Paramount over the final three seasons of Frasier, and many more. In clear, concise terms, Klausner and Subramanian establish the basic framework of negotiation and the economic concepts that must be addressed in order to maximize value. They show how to tackle challenges, such as information asymmetry between buyer and seller, moral hazard, and opportunistic behavior. And the authors lay out responses to common risks associated with long-term contracts, emphasizing that a deal’s exit rights should be carefully considered at the start of transaction design.

Unique in its practical application of economic theory to actual dealmaking, this book will be an indispensable resource for students and for professionals across the business and legal world.

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Surrounded by idiots at work? Fed up with a bad boss or lazy colleagues? Thomas Erikson, author of the runaway international bestseller Surrounded by Idiots, will help you handle them and get things done, the right way

Why is good leadership so rare? Everyone has to manage up to some extent but frankly some bosses are worse than others. If you’re being driven crazy by a micro-manager, frequently drown under your boss’s unreasonable expectations or struggle with being handed out responsibilities but no authority international behavioural expert Thomas Erikson is here to help.

Drawing on the simple four-colour system that made Surrounded by Idiots a global bestseller, Erikson shows how understanding your boss’s behavioural tendencies as well as your own will lead to a more harmonious and productive workplace. He also sets out what characterises an exemplary leader type and how you can adapt your behaviour to model it. Because there are two sides to every coin, Erikson also looks at employees themselves and why some colleagues frequently underachieve and what you can do to change this.

Written with Erikson’s signature humour and warmth, Surrounded by Bad Bosses (and Lazy Employees) will help you deal with the most hopeless managers and employees you can imagine – and keep you entertained along the way.

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• Are your customers increasingly asking for discounts and lower prices? Wouldn’t it be very practical to always have the right answer confidently at hand?
• Constantly increasing discounts are costing you painful amounts of money? How interesting would it be to have proven strategies to keep your piece of the pie bigger?

“Short, concise, to the point … and infinitely valuable for my business!”

This compact guide contains probably the most comprehensive collection (118++) of field-tested strategies for dealing with price objections. You will never again be speechless in price discussions and will always have the right answer at hand in negotiations.

With psychologically effective approaches, you can dramatically influence the outcome of price discussions in your favor. As a result, you will give fewer discounts and rebates in the future … and often won’t discount at all.

With the strategies in this book, you’ll enforce your target prices with more vigor and increase sales, margins, and profits. At the same time, many of the methods presented are quite simple, easy and quick to implement. You will be surprised.

A “best of” sales psychology and negotiation technique from the pricing expert

Bestselling author, price expert and keynote speaker Roman Kmenta inspires participants with his lectures at international forums. His content helps more than 100,000 people every month to be even more successful in business.

He skillfully packs strategies from psychology, NLP and decades of his own practical sales experience into an over-complete collection of highly effective techniques for dealing with objections in price discussions. From calculated and serious to cheeky and humorous, you’re sure to find variations that perfectly suit you and your sales situations.

A sales book in which even experienced sales professionals will discover one or two ideas that are new to them.

+ + + Get the book now and open a whole new chapter as far as price talks are concerned.

This unique guide is perfect for…

• Key account management and field salespeople who frequently face price objections and want to come off even more successfully in price negotiations
• Telephone sales and internal sales staff who want to be more confident in representing their prices
• Self-employed persons and founders who do not want to start their business with too low prices and too high discounts
• Sales managers and entrepreneurs who want to increase the performance of their sales team and thus achieve even more revenue and profit

In this sales bestseller you will learn,

• why you don’t have to refute price objections at all
• what the most common mistakes are when dealing with price objections
• how to respond to your customer’s price demands with more confidence
• how you can shift the burden of argumentation to the customer and relax yourself
• how to turn the customer’s objections around so that they are in favor of your offer

… and much more. A book that will quickly pay off for you, already at your next price discussion.

+ + + Get the book now and finally put an end to annoying discounts and high rebates.

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Winning New Business is for anyone who needs to know the skills of winning new customers but lacks the training – or the courage – to sell effectively. Richard Denny, one of the world’s most renowned sales gurus, takes the fear out of selling and shows you just what to do and how to do it. In true Denny style, Winning New Business motivates and inspires from the first page to the last, giving you the ability and confidence to succeed. Each key topic is covered, including making a winning presentation; how to make an appointment; how to beat the competition and how to provide excellent customer care.

Bursting with insight and ideas Denny gives you the techniques and tactics you need to help you maximize your ability to win, whatever your role in the company.

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Are you a hard-working salesperson who is struggling to connect with customers?
Would you like to improve your selling skills with simple and effective methods that will empower you to handle any sale objection during a conversation?
Have you been wondering if a book that can transform you into a successful salesperson who can turn a No into a Yes exists?

You’ll be happy to know that there is. This is the book for you!

As a salesperson, the only thing separating you from an exceptional performance is an improvement of your soft skills. According to research, proper training will improve your soft skills by at least 20%. With this book, you’re definitely on your way to the top!

The author, Son Zimo, has worked as a salesman and life coach for years. Now, he has combined his knowledge and expertise to create an invaluable and comprehensive book that will enlighten modern salespeople with essential tips for their careers. Through simplifying sales principles, informing the reader of the psychology of sales, and helping them create and cultivate a plan to achieve their sales goals, Zimo shares his triumphs with readers.

Inside The Power of Proven Sales Principles in Retail Business, you’ll discover:

● Compelling selling psychology principles that will make you close any sale you put your mind to, irrespective of your experience!

● Ice Breaking techniques to gain your customers’ attention, get past the first no, and build lasting relationships with them.

● A comprehensive look at the power of body language and how you can use it in all your conversations.

● The art of upselling and the usage of power words.

● Ten effective ways you can transform your mindset and become an irresistible salesperson!

● The most common rejections encountered and how to overcome them.

And much, much more!

Your days of being an ordinary salesman are over! From now on, you’ll have the power to create lasting relationships with your customers, get more referrals, and exceed your sales goals. You’ll confidently grow into a reputable salesperson known only for one thing: giving maximum value to your customers!

Are you ready to start closing sales?

Then read The Power of Proven Sales Principles in Retail Business now!

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Whether you’re in sales or an entrepreneur, I’ve been where you are, starring at a target, wondering how on earth I am going to hit it based on the current pipeline, state of the product and lack of new business leads. That was, until I learned how to create momentum.

Let me guide you towards success in sales, so that you can land those all-important first clients and keep landing them, smash targets and sell more.

This is not a book you read once and then forget, it will impact your whole way of selling, allowing you to experience new levels of success, prosperity and wealth. The world has changed, clients need that human touch more than ever and salespeople who understand this and what it takes are going to win.

We need more top salespeople, that’s how we advance the human race, every idea must first be sold. Let’s unleash your inner greatness, develop sales confidence and become a world class salesperson.

This book will help you reach the top 1% of salespeople, so what are you waiting for?

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