How to negotiate effectively
Author(s)
Bibliographic Information
How to negotiate effectively
(The creating success series)
Kogan Page Limited, 2011
3rd ed
- Other Title
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The Sunday times
Available at 2 libraries
  Aomori
  Iwate
  Miyagi
  Akita
  Yamagata
  Fukushima
  Ibaraki
  Tochigi
  Gunma
  Saitama
  Chiba
  Tokyo
  Kanagawa
  Niigata
  Toyama
  Ishikawa
  Fukui
  Yamanashi
  Nagano
  Gifu
  Shizuoka
  Aichi
  Mie
  Shiga
  Kyoto
  Osaka
  Hyogo
  Nara
  Wakayama
  Tottori
  Shimane
  Okayama
  Hiroshima
  Yamaguchi
  Tokushima
  Kagawa
  Ehime
  Kochi
  Fukuoka
  Saga
  Nagasaki
  Kumamoto
  Oita
  Miyazaki
  Kagoshima
  Okinawa
  Korea
  China
  Thailand
  United Kingdom
  Germany
  Switzerland
  France
  Belgium
  Netherlands
  Sweden
  Norway
  United States of America
Contents of Works
- Definition
- Count the cost
- Seven key elements
- Introductory comments
- Enhance your authority
- Tactics and countermeasures
- Negotiable variables-or tradeable concessions
- Rules for making concessions
- Looking for negotiable variables
- Handling deadlock
- Questions, questions, questions
- Profiling for strategic level negotiation
- The authority of your counterpart
- Handling long-term negotiations
- Post-purchase remorse can undo the close
- Tough or effective?
- Dos and don'ts
- Four specific techniques
- Final words
Description and Table of Contents
Description
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.
Table of Contents
- 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
by "Nielsen BookData"