{ "item_title" : "More Than Price", "item_author" : [" Suri "], "item_description" : "More Than Price distils 19 years at the negotiating table in one of the world's most demanding industries into a practical playbook for anyone who negotiates for a living, or for their own career.Built around seven clear principles, it shows you how to: Spend information slowly: protect your limits and learn theirs.Negotiate with people, not organisations: find who really decides and what they need.Own your exit: build alternatives so you never need the deal.Stay calm and watch closely: read emotions and decide only when you're fresh.Pull, don't push: use leverage that attracts agreement instead of forcing it.Shape the table: set the agenda, hold the pen and open with a reasoned number.Redesign the deal: turn deadlocks into creative structures both sides can live with.Inside you'll find: realistic case studies from supplier renewals, outsourcing contracts, acquisitions and salary talksworksheets you can use before your next negotiationready-to-use scripts for tense momentscounters to twelve hardball tacticsa 30-day practice planguidance on negotiating across cultures, as a team, in writing and for yourselfWhether you're a procurement or sourcing professional, a dealmaker, a manager or someone preparing for a pay conversation, this book will help you prepare better, stay calmer and create value others miss.Stop fighting over the number. Start negotiating for more than price.", "item_img_path" : "https://covers4.booksamillion.com/covers/bam/9/79/890/800/9798908004367_b.jpg", "price_data" : { "retail_price" : "13.99", "online_price" : "13.99", "our_price" : "13.99", "club_price" : "13.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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