Beyond Selling

The sequel to "Managing Negotiations", this book aims to show that making complex major sales requires different skills to those needed for making small sales. Chapters alternate between the theory of negotiating big deals - including objectives, assessing people, recognizing vulnerabilities and organization - and "activity" chapters. The methodology suggested for adoption is the new "Five-O" approach, which involves objectives, openings, obstacles, options and organization. The book includes boxed case examples from the real world.