How to Negotiate Effectively (Creating Success)

2017-07-07 02:10:07

How to Negotiate Effectively
by David Oliver	ISBN:0749438908
Kogan Page 2003 (128 pages)
This essential step-by-step guide, full of valuable advice, will help you achieve a balanced win-win outcome for you and the other party every time.

Table of Contents
	How to Negotiate Effectively
	Introduction
	Chapter 1	-	Definition
	Chapter 2	-	Count the Cost
	Chapter 3	-	Six Key Elements
	Chapter 4	-	Introductory Comments
	Chapter 5	-	Enhance Your Authority
	Chapter 6	-	Tactics and Countermeasures
	Chapter 7	-	Negotiable Variables - Or Tradeable Concessions
	Chapter 8	-	Rules for Making Concessions
	Chapter 9	-	Looking for Negotiable Variables
	Chapter 10	-	Handling Deadlock
	Chapter 11	-	Questions, Questions, Questions
	Chapter 12	-	The Authority of Your Counterpart
	Chapter 13	-	Tough or Effective?
	Chapter 14	-	Dos and Don'ts
	Chapter 15	-	Three Specific Techniques
	Chapter 16	-	Final Words
	Negotiation Workshops Tailored to Your Company or Department

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