DEAL provides essential steps to achieve win-win negotiations and long-term business relationships.

“For Chamoun-Nicolas, in today’s globally competitive market selling depends on providing customers with business solutions, not just products or services. Here, the renowned Mexican business consultant challenges salespeople to create win-win situations for their clients and themselves by focusing on establishing long-term relationships rather than one-time sales.”

“Chamoun-Nicolas distills the essential steps to closing business deals successfully into six “Ps”: person, process/product, power, problem and prognosis. He emphasizes the critical role communication and follow-up play in the development and maintenance of business relationships and, through anecdotes, he illustrates how easily sales can be lost at any point during negotiations and how important it is to know the client to avoid pitfalls. Readers will value the section in which he highlights the key cultural differences between U.S. and Mexican business people and among Mexicans themselves, depending on their age (over or under 55) or geographic location (central or northern Mexico). Deal complements Business Development, (2002) but also stands well on its own. The author logically lays out the methodology behind successful negotiations and a series of clear graphics reinforces the text. Strongly recommended…” — Maureen Beristain, Winspear Business Reference Lib., University of Alberta, Canada.
 

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