David Oliver

How to Negotiate Effectively (eBook, ePUB)

• Format: ePub

Produktbeschreibung

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.

Produktdetails

• Verlag: Kogan Page eBook
• Seitenzahl: 184
• Erscheinungstermin: 3. November 2010
• Englisch
• ISBN-13: 9780749461355
• Artikelnr.: 38227536

Autorenporträt

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.

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