عنوان

How to negotiate effectively /

(Number (ISBN

0749451815

(Number (ISBN

1280869488

(Number (ISBN

6610869480

(Number (ISBN

9780749451813

(Number (ISBN

9781280869488

(Number (ISBN

9786610869480

Erroneous ISBN

0749448202

Erroneous ISBN

9780749448202

Number

b704714

Title Proper

How to negotiate effectively /

General Material Designation

[Book]

First Statement of Responsibility

David Oliver.

Edition Statement

2nd ed.

Place of Publication, Distribution, etc.

Philadelphia :

Name of Publisher, Distributor, etc.

Kogan Page,

Date of Publication, Distribution, etc.

2006.

Specific Material Designation and Extent of Item

1 online resource (x, 137 pages).

Series Title

Creating success

Text of Note

"The Sunday times"--Cover.

Text of Note

Dos and don'ts -- Do always maintain the initiative -- Do put things in writing -- Do learn to use higher authority -- Do conceal your emotion -- Do ask for discount when paying cash -- Do use experts -- Don't expect to win them all -- Don't be afraid to break off negotiation -- Don't attack your counterpart, attack the problem -- Don't show triumph -- Don't deal in round numbers -- Don't indicate movement before you need to -- Don't dig your heels in -- Don't be afraid to go back and try again -- Don't be afraid of risk -- Don't succumb to dangerous phrases -- Don't be afraid to make your counterpart work hard -- Do identify buying signals in your negotiations -- Do look for personality mirrors -- Three specific techniques -- Specific tips for negotiating print and promotion -- Price rises : how to get it wrong -- Do research before you buy -- Final words -- The ones that nearly got away -- The ten commandments -- Don't be afraid to give -- How to eat the elephant -- Contact details -- Appendix -- Negotiation workshops tailored to your company or department.

Text of Note

Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- 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 -- 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 -- Negotiable variables, or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- 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! -- 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 -- Handling deadlock -- Watch out for frustration -- Avoid immovable positions -- Avoid price rot -- The bridging moment -- Make a statement, ask a question -- The way forward -- 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 -- Summary reasons for asking questions -- 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 -- Have we got the decision-maker/s? -- Post-purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the same deal -- Effective negotiators balance their team carefully -- Effective negotiators keep the whole package in mind -- Effective negotiators have a good alternative -- Effective negotiators avoid irritators -- Effective negotiators embrace mistakes -- Effective negotiators have an eye for body language -- Effective negotiators always stay in control -- Characteristics of ineffective negotiators.

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0

Text of Note

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. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Source for Acquisition/Subscription Address

OverDrive, Inc.

Title

How to negotiate effectively.

International Standard Book Number

9780749448202

Negotiation in business.

Negotiation.

BUSINESS & ECONOMICS-- Negotiating.

Negotiation in business.

Negotiation.

BUS-- 047000

Number

Edition

Class number

Book number

Oliver, David,1951-

Date of Transaction

20201207200953.0

Cataloguing Rules (Descriptive Conventions))

pn

Electronic name

[Book]

Y