“Negotiate Like the Pros” by PJ Dolan offers an in-depth guide to successful negotiation in the world of sales. Written with the sales professional in mind, the book provides practical strategies for anyone looking to close more deals and build lasting relationships with clients…which should be everyone, right?

It’s clear and concise, making the book an easy read for everyone – drawing upon extensive experience in the field and providing valuable insights into the psychology of negotiation, from understanding the motivations and objectives of your counterpart, to preparing for every eventuality.

The book covers a wide range of topics, from the basics of negotiation to advanced techniques for closing deals. Dolan takes the reader through each step of the process, providing practical advice and real-world examples to illustrate the concepts. He covers everything from preparing for the negotiation, to developing a strong bargaining position, to closing the deal and building lasting relationships with clients.

One of the key strengths of “Negotiate Like the Pros” is its focus on the human aspect of negotiation.

The author posits that negotiation is not just about tactics and strategies, but also about understanding the motivations and objectives of your counterpart. He provides practical advice on how to build rapport and establish trust, which are essential for closing deals and building long-term relationships with clients.

For Dolan, it’s all about preparation – for every negotiation, including understanding the market and your own bargaining position. He provides detailed advice on how to research your counterpart, their company, and the market, and how to use this information to your advantage.

You can buy “Negotiate like the Pros” here