Negotiating For What It's Worth Author:Craig Williamson, Kevin Balshaw Negotiation on the basis of value challenges the accepted approach of salespeople worldwide. It will arm salespeople, but especially in real estate, with the awareness and skills to ensure negotiations are decision based, and to achieve superior results. It also provides a valuable guide to owners selling their homes. "This book bridges the gap... more » in training and provides a deep insight into the unique methodology and skills required to become a master negotiator ... I recommend it as essential reading for all estate agents and salespersons wanting to develop their skills in the specialist field of negotiation."-Enzo Raimondo, CEO, Real Estate Institute of Victoria, Australia.« less