A practical, accessible book which looks at the vital principles of good negotiation, that can result in improved business performance and better business relationships

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. This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Provides expert advice on getting the best deal available and maintaining a good relationship

Autorentext
David Oliver MCIM is Managing Director of Insight Marketing Consultancy Ltd, based in Hampshire UK, and also associate director of the Marketing Guild. He has spoken to over 200,000 people worldwide, has written 8 books and runs seminars and in-house training around the world on negotiation, professional selling skills, practical marketing and leadership. Contact +44 (0)870 7877404 davido@insight-marketing.com

Klappentext

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. This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Inhalt

• • Chapter - 00: Introduction;
  • Chapter - 01: Definition;
  • Chapter - 02: Count the cost;
  • Chapter - 03: Seven key elements;
  • Chapter - 04: Introductory comments;
  • Chapter - 05: Enhance your authority;
  • Chapter - 06: Tactics and countermeasures;
  • Chapter - 07: Negotiable variables or tradeable concessions;
  • Chapter - 08: Rules for making concessions;
  • Chapter - 09: Looking for negotiable variables;
  • Chapter - 10: Handling deadlock;
  • Chapter - 11: Questions, questions, questions;
  • Chapter - 12: Profiling for strategic level negotiation;
  • Chapter - 13: The authority of your counterpart;
  • Chapter - 14: Handling long-term negotiations;
  • Chapter - 15: Post-purchase remorse can undo the close;
  • Chapter - 16: Tough or effective?;
  • Chapter - 17: Dos and don'ts;
  • Chapter - 18: Four specific techniques;
  • Chapter - 19: Final words