The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals - Tapa dura

Acerca del autor

KAI-MARKUS MUELLER is a professor of consumer behavior with a research focus on behavioral pricing. He is a neuroscientist by training and is the inventor of the NeuroPricing™ concept.

GABRIELE REHBOCK is a multiple award-winning sales expert. As a top executive in the fragrance industry, she carried P&L responsibility for global customer relationships including Colgate-Palmolive, Henkel and Procter & Gamble.

De la contraportada

Explained in plain English but grounded in the latest behavioral science, The Invisible Game walks salespeople through how to respond successfully in challenging business situations and establish the rules of negotiation rather than simply accepting the terms proffered by the other side of the transaction. An indispensable strategy guide for sales professionals seeking to master the invisible, intuitive side of sales transactions and negotiations, the book is also an essential resource for business owners, entrepreneurs, and independent professionals—like lawyers, accountants, designers, coders, freelancers, and consultants—who regularly engage with and sell their services to commercial buyers.

“The Invisible Game rocks! Drawing on their joint expertise in sales, psychology, and neuroscience, Gaby and Kai bring behavioral economics to life. This is a powerful and accessible how-to manual for every current and aspiring sales leader. If you want to learn to be a better sales leader, read this book!”

— Michael Platt, Director, Wharton Neuroscience Initiative and James S. Riepe, University Professor at University of Pennsylvania, and author of The Leader’s Brain

“The Invisible Game is a must-read for anyone involved in frequent selling situations. The authors go beyond the usual Visible Game and show the role played by a larger set of factors that influence the success of negotiations. These less visible factors come from the insights of scholars working in behavioral economics and brain science.”

— Philip Kotler, S.C.Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

De la solapa interior

Explained in plain English but grounded in the latest behavioral science, The Invisible Game walks salespeople through how to respond successfully in challenging business situations and establish the rules of negotiation rather than simply accepting the terms proffered by the other side of the transaction. An indispensable strategy guide for sales professionals seeking to master the invisible, intuitive side of sales transactions and negotiations, the book is also an essential resource for business owners, entrepreneurs, and independent professionals--like lawyers, accountants, designers, coders, freelancers, and consultants--who regularly engage with and sell their services to commercial buyers.

"The Invisible Game rocks! Drawing on their joint expertise in sales, psychology, and neuroscience, Gaby and Kai bring behavioral economics to life. This is a powerful and accessible how-to manual for every current and aspiring sales leader. If you want to learn to be a better sales leader, read this book!"
-- Michael Platt, Director, Wharton Neuroscience Initiative and James S. Riepe, University Professor at University of Pennsylvania, and author of The Leader's Brain

"The Invisible Game is a must-read for anyone involved in frequent selling situations. The authors go beyond the usual Visible Game and show the role played by a larger set of factors that influence the success of negotiations. These less visible factors come from the insights of scholars working in behavioral economics and brain science."
-- Philip Kotler, S.C.Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University