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Home > Business and Economics > Business and Management > Business negotiation > How to Negotiate Effectively: (Creating Success series)
How to Negotiate Effectively: (Creating Success series)

How to Negotiate Effectively: (Creating Success series)


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About the Book

Negotiation - the act or process of bargaining to reach a mutually acceptable agreement or objective - remains a fundamental aspect of all levels of business. Mastering effective negotiation is an essential skill as it is about getting the best deal available. This practical manual provides tips, tools and techniques for getting it right. David Oliver explores and advises on every aspect of the negotiation process, from tactics and counter measures to handling deadlock and making concessions.

Table of Contents:
1 Definition: know what negotiation is; know what it isn't; win--win. 2 Count the cost: commitment; objective; strategy; tactics. 3 Six key elements: prepare; rehearse; describe your position; propose; bargain; agree. 4 Introductory concepts: the quandary of uncertainty; avoid intransigence; understand aspiration; never say yes first time; what we think conditions our approach. 5 Enhance your authority: the authority of print; the authority of information; the authority of patience; the authority of positive posturing; the authority of levers; the authority of resolved weaknesses. 6 Tactics and countermeasures: aspiration lowering; it's all I have got; the hurdle!; the A-Team factor; erosion; the upward spiral; this is not negotiable; what ifs; deadlines. 7 Negotiable variables - or tradeable concessions: never give, always trade; trade what is inexpensive to you; don't give goodwill concessions. 8 Rules for making concessions: trade in small steps; trade concessions one at a time; aim higher than you think; don't split the difference; watch out for the shocker; don't be first to accede to pressure on primary items; help the other person to feel they have a good deal; maximise the value of what you offer; minimise the value of what they are offering; don't just think it! 9 Looking for negotiable variables: find areas for negotiable variables; identify key variables and their place in the negotiation; build in some negotiable variables; determine whether this is long term or short term; potential sources of negotiable variables; the magic 'if'; use silence. 10 Handling deadlock: watch out for frustration; avoid immovable positions; avoid price rot; the bridging moment; make a statement - ask a question; the way forward. 11 Questions, questions, questions: questioning - an overview; questions make the difference; asking questions is the method of navigation; the outcome of questions; what sort of questions?; an exercise; six summary reasons for good questions. 12 The authority of your counterpart: ensure your counterpart has the authority to negotiate; check the power behind the scenes; manage the power behind the scenes. (Part contents).

About the Author :
David Oliver David Oliver is Managing Director of Insight Marketing, based in Hampshire, 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.


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Product Details
  • ISBN-13: 9780749438906
  • Publisher: Kogan Page Ltd
  • Publisher Imprint: Kogan Page Ltd
  • Height: 216 mm
  • No of Pages: 128
  • Width: 135 mm
  • ISBN-10: 0749438908
  • Publisher Date: 26 Nov 2002
  • Binding: Paperback
  • Language: English
  • Series Title: Creating Success series


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