How to Negotiate Effectively

3. Auflage 2011
ISBN: 978-0-7494-6134-8
Verlag: Kogan Page

Buch, Englisch, 184 Seiten, Format (B × H): 140 mm x 216 mm, Gewicht: 240 g

Reihe: Creating Success

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.

Autoren/Hrsg.

Oliver, David

Fachgebiete

• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber

Inhaltsverzeichnis

• • 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

Über Autor(innen)

Oliver, David
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 [phone] [e-mail]

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.