A practical, accessible book which looks at the vital principles of good negotiation, that can result in improved business performance and better business relationships
A practical, accessible book which looks at the vital principles of good negotiation, that can result in improved business performance and better business relationships
David Oliver is Managing Director of Insight Marketing and Associate Director of the Marketing Guild. He runs seminars around the world on negotiation, professional selling skills, and practical marketing.
Inhaltsangabe
Introduction 1 Definition 2 Count the cost 3 Seven key elements 4 Introductory comments 5 Enhance your authority 6 Tactics and countermeasures 7 Negotiable variables - or tradeable concessions 8 Rules for making concessions 9 Looking for negotiable variables 10 Handling deadlock 11 Questions, questions, questions 12 Profiling for strategic level negotiation 13 The authority of your counterpart 14 Handling long-term negotiations 15 Post-purchase remorse can undo the close 16 Tough of effective? 17 Dos and don'ts 18 Four specific techniques 19 Final words Negotiation workshops tailored to your company or department Appendix
Introduction 1 Definition 2 Count the cost 3 Seven key elements 4 Introductory comments 5 Enhance your authority 6 Tactics and countermeasures 7 Negotiable variables - or tradeable concessions 8 Rules for making concessions 9 Looking for negotiable variables 10 Handling deadlock 11 Questions, questions, questions 12 Profiling for strategic level negotiation 13 The authority of your counterpart 14 Handling long-term negotiations 15 Post-purchase remorse can undo the close 16 Tough of effective? 17 Dos and don'ts 18 Four specific techniques 19 Final words Negotiation workshops tailored to your company or department Appendix
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