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

Über die Autorin bzw. den 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.

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Understand and apply cutting-edge science to up your sales game

In their groundbreaking book, neuroscientist Kai-Markus Mueller and sales-pro Gabriele Rehbock deliver a hands-on guide to the hidden forces that drive the outcomes of most business deals. The authors introduce the concepts of the Visible and Invisible Games and reveal the root causes of winning and losing on those two playing fields. Grounded in real-life experiences, The Invisible Game will sharpen your sales skills for superior performance in any business situation.

"I have known Gabriele for decades as a fantastic corporate executive and negotiator. The Invisible Game fills a critical gap in the approach to B2B sales. As a strong believer in the authors’ concept, I am amazed how they translate scientific insight into the essentials for developing successful negotiation strategies."
―Patrick Firmenich, Chairman, Firmenich Group

"Understanding psychological mechanisms is crucial for success in the consumer world as well as in the business-to-business context. Drawing on a unique mixture of practical experience and cutting-edge behavioral science, The Invisible Game provides sales professionals with essential and clear-cut advice on how to harness the power of those mechanisms."
―Hartmut Jenner, Chief Executive Officer (CEO) and Chairman of the Board of Management, Alfred Kärcher SE & Co. KG

Aus dem Klappentext

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