Sales-Side Negotiation

What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's countertactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more—to teach modern negotiation principles.

What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's countertactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more—to teach modern negotiation principles. Readers will learn to exercise seller-negotiator power, recognize and overcome tactics, minimize discounts, and prevent unwarranted concessions. Beginning each chapter with a captivating historical event, Sales-Side Negotiation both informs and entertains as it teaches readers what it takes to be a successful negotiator.

Patrick Henry Hansen is the author of four best-selling books: Power Prospecting, The DNA Selling Method, Winning Sales Presentations and Sales-Side Negotiation. His books have sold over 50,000 copies in more than 21 countries. Prior to starting Patrick Henry International, he was a sales representative, manager, and executive. As an executive for multiple technology companies, he introduced sales trainings and selling systems that increased revenue over 100% in each company. He is an internationally-renowned sales trainer known for his entertaining style, passionate delivery, and motivational keynotes. He is a recognized sales and marketing expert witness in United States Federal Courts. He is the founder and president of Green Eyes in Africa (a non-profit orphanage in Younde, Cameroon) and an avid supporter of the United States Marine Corps. His son, Adam Hansen, is currently serving as an infantryman in the U.S.M.C. He is a former radio talk show host and historian with a personal library of over 3,000 books. He enjoys reading, Mixed Martial Arts, snowboarding, mountain biking, and playing the drums. He and his wife Laura reside in San Diego, California with their six children. Find out more about him at www.patrickhenryinc.com.