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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.
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
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Produktdetails
Erscheinungsdatum
03. November 2010
Sprache
englisch
Seitenanzahl
184
Reihe
Creating Success
Autor/Autorin
David Oliver
Verlag/Hersteller
Produktart
kartoniert
Gewicht
240 g
Größe (L/B/H)
216/140/11 mm
ISBN
9780749461348
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Pressestimmen
"Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - its a handy book if youre involved in any aspect of buying or selling" Management Today, October 2010
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