How to Negotiate Effectively: Improve Your Success Rate; Get the Best Deal; Achieve Win-Win Results

Overview

From bargaining for a lower price to asking for vacation time, negotiating is a skill essential for improved business performance and better business relationships. In this new edition, David Oliver looks at the vital principles of good negotiation.

The text explores the aspects of negotiating, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority, and getting the best deal.

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How to Negotiate Effectively

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Overview

From bargaining for a lower price to asking for vacation time, negotiating is a skill essential for improved business performance and better business relationships. In this new edition, David Oliver looks at the vital principles of good negotiation.

The text explores the aspects of negotiating, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority, and getting the best deal.

The new edition includes a chapter on using social media to your advantage. Full of tips and techniques, How to Negotiate Effectively is a clear guide to negotiation and will help achieve a balanced, 'win-win' outcome every time.

Now including a free application for iPhones that provides extracts from 9 books in the Sunday Times Creating Success series, quotes and tips from the experts.

Full of tips, tools, and techniques, this resource explores every aspect of the negotiation process including tactics and countermeasures; handling deadlock; making concessions; enhancing one's authority; and getting the best deal.

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Editorial Reviews

From the Publisher
"Effective negotiation without being boring... a handy guide for just about anyone." — Management Today
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Product Details

  • ISBN-13: 9780749461348
  • Publisher: Kogan Page, Ltd.
  • Publication date: 1/28/2011
  • Series: Sunday Times Creating Success Series
  • Edition description: Third Edition, Revised
  • Edition number: 3
  • Pages: 192
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.50 (d)

Meet the Author

David Oliver is Managing Director of Insight Marketing and Associate Director of the Marketing Guild. He runs seminars around the world on negotiation, professional selling skills, and practical marketing.

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Table of Contents

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

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