How to Negotiate Effectively
3rd Edition
Published on 3. November 2010
184 pages
978-0-7494-6135-5 (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.
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.
More details
Series
Edition
3rd Revised edition
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Edition type
Revised edition
ISBN-13
978-0-7494-6135-5 (9780749461355)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
David Oliver
How to Negotiate Effectively
Book
11/2010
3rd Edition
Kogan Page Ltd
€22.20
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Person
David Oliver is Managing Director of Insight Marketing, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.
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
