How to negotiate effectively
著者
書誌事項
How to negotiate effectively
(The creating success series)
Kogan Page Limited, 2011
3rd ed
- タイトル別名
-
The Sunday times
大学図書館所蔵 件 / 全2件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
収録内容
- 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
内容説明・目次
内容説明
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.
目次
- 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
「Nielsen BookData」 より