
How to Negotiate Effectively
David Oliver(Author)
Kogan Page Ltd (Publisher)
3rd Edition
Published on 3. November 2010
Book
Paperback/Softback
184 pages
978-0-7494-6134-8 (ISBN)
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.
Reviews / Votes
"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"More details
Series
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Edition type
Revised edition
Product notice
Paperback (trade)
Dimensions
Height: 216 mm
Width: 140 mm
Thickness: 11 mm
Weight
240 gr
ISBN-13
978-0-7494-6134-8 (9780749461348)
Schweitzer Classification
Other editions
Additional editions

David Oliver
How to Negotiate Effectively
E-Book
11/2010
3rd Edition
Kogan Page Ltd
€12.09
Available for download
Previous edition

David Oliver
How to Negotiate Effectively
Book
10/2006
2nd Edition
Kogan Page Ltd
€31.13
Article exhausted; check for reprint
Person
Author
David Oliver MCIM is Managing Director of Insight Marketing Consultancy Ltd, based in Hampshire UK, and also associate director of the Marketing Guild. He has spoken to over 200,000 people worldwide, has written 8 books and runs seminars and in-house training around the world on negotiation, professional selling skills, practical marketing and leadership.
Contact +44 (0)870 7877404 davido@insight-marketing.com
ISNI: 0000 0000 9084 6376
ISNI: 0000 0000 9084 6376
Content
-
- 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