CiNii 図書 - How to negotiate effectively

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.

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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How to negotiate effectively

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