The new psychology of price dictates the design of price tags, menus, rebates, “sale” ads, cell phone plans, supermarket aisles, real estate offers, wage packages, tort demands, and corporate buyouts.
Prices are the most pervasive hidden persuaders of all. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates.
2006: Exceptional Selling
Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales. It shows you how to stand apart from your competition, communicate with great clarity, and position your solution as the most compelling choice for the long term. — Rob Mancuso, Senior Vice President, Investors Financial Services Corp.
2016: Never Split the Difference
Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator—someone who couldn’t take no for an answer—which makes it fascinating reading.
But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want. — Daniel H. Pink, bestselling author of To Sell Is Human and Drive