A practical, accessible book which looks at the vital principles of good negotiation, that can result in improved business performance and better business relationships
How to Negotiate Effectively
provides tips, tools and techniques for getting it right. It explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal.
This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations.
An essential step-by-step guide,
How to Negotiate Effectively
will help anyone achieve a balanced 'win-win' outcome every time.
Inhaltsverzeichnis
- Chapter - 00: Introduction;
- Chapter - 01: Definition;
- Chapter - 02: Count the cost;
- Chapter - 03: Seven key elements;
- Chapter - 04: Introductory comments;
- Chapter - 05: Enhance your authority;
- Chapter - 06: Tactics and countermeasures;
- Chapter - 07: Negotiable variables or tradeable concessions;
- Chapter - 08: Rules for making concessions;
- Chapter - 09: Looking for negotiable variables;
- Chapter - 10: Handling deadlock;
- Chapter - 11: Questions, questions, questions;
- Chapter - 12: Profiling for strategic level negotiation;
- Chapter - 13: The authority of your counterpart;
- Chapter - 14: Handling long-term negotiations;
- Chapter - 15: Post-purchase remorse can undo the close;
- Chapter - 16: Tough or effective?;
- Chapter - 17: Dos and don ts;
- Chapter - 18: Four specific techniques;
- Chapter - 19: Final words
