Archive for the ‘Negotiations and Sales’ Category

John Jagoe’s export sales manual has been updated annually for 23 consecutive years beginning in 1987. The manual has been called the Bible of exporting. W. C. Struning, an emeritus professor at Seton Hall University, gave the manual high marks in the January 2008 edition of Ala Choice magazine. “The manual represents a remarkable blend of readily assimilated information, practicality and comprehensiveness,” Struning writes. “The focus is on exporting from the United States from a marketing perspective.”

Title: Export Sales & Marketing Manual
Author: John R. Jagoe, a 1964 Thunderbird graduate, has lived and worked as a sales and marketing executive in eight countries: Australia, Costa Rica, England, Germany, Guatemala, Italy, Panama and Puerto Rico. In addition to doing consulting work over the years, he has written and updated the “Export Sales & Marketing Manual,” which is used in about 80 countries.
Price: $226
ISBN: 978-0943677668
Publisher: Export Institute of USA; 23 edition (December 31, 2009)
Information: www.exportinstitute.com/choice.htm

As a renowned divorce lawyer and television talking head, Felder summarizes years in the marital dissolution trenches with personal anecdotes that illustrate his recommended approach to negotiations. He covers the practicalities and subtleties of negotiation: understanding verbal and nonverbal communication while knowing how much to ask for, when to walk out of negotiations, how to deal with opponents, and how to establish credibility. Felder also drops names, tells tales, and uses his encounters on behalf of famous people as real-life examples of his technique. Essentially a lively and entertaining “how-to,” this is a worthy consideration for large public libraries. (Library Journal, February 1, 2004)

Title: Bare-Knuckle Negotiation: Savvy Tips and True Stories from the Master of Give-and-Take
Author: Raoul Felder writes with Allyn Freeman, a 1962 Thunderbird graduate. Over the past 20 years, Freeman has worked in qualitative research and management, consulting for numerous Fortune 500 companies, including AT&T, Coca Cola, Ford Motor, and American Express. Freeman operates Freeman Global, an international consulting business. Coauthor is Bob Golden.
Publisher: Wiley (January 5, 2004)
Price: $24.95
Description: Hardcover, 256 pages
ISBN: 978-0471463337
Information: www.amazon.com

International selling differs greatly from domestic sales. The global economy requires salespeople and managers who can navigate the world of international business, including the complexities of multiple languages and cultures, distance, trade barriers and the shifting norms of business ethics. This book helps the global salesperson and manager to overcome these obstacles and excel in international sales.

Title: International Sales: How to Excel in Global Selling
Author: Vince Daniels served in the U.S. Army for 10 years, living in North America, Europe and Asia. He graduated valedictorian of his class at Thunderbird in 1974. He has served for 25 years on Thunderbird’s business advisory board. Through his travels, he has learned German, Polish, Spanish and Portuguese. The author has founded two successful companies. He is currently executive director of Executive Education at the H. Wayne Huizenga School of Business and Entrepreneurship of Nova Southeastern University.
Price: $11.66
Publisher: Disc (October 29, 2007)
ISBN: 978-0976852230
Information: www.vincentdaniels.com