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How to negotiate effectively /
| Main Author: | |
|---|---|
| Format: | Printed Book |
| Language: | English |
| Published: |
London ; Philadelphia :
Kogan Page,
2011.
|
| Edition: | 3rd ed. |
| Series: | Creating success.
|
| Subjects: | |
| Online Access: | http://www.loc.gov/catdir/enhancements/fy1114/2010018064-b.html |
Table of Contents:
- Definition
- Count the cost
- Seven key elements
- Introductory comments
- Enhance your authority
- Tactics and countermeasures
- Negotiable variables-or tradeable concessions
- Rules for making concessions
- Looking for negotiable variables
- Handling deadlock
- Questions, questions, questions
- Profiling for strategic level negotiation
- The authority of your counterpart
- Handling long-term negotiations
- Post-purchase remorse can undo the close
- Tough or effective?
- Dos and don'ts
- Four specific techniques
- Final words.