David Oliver: How to Negotiate Effectively

Cover: 9780749461348 | How to Negotiate Effectively | David Oliver | Taschenbuch | Englisch

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

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.

Inhaltsverzeichnis

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

Details

Erscheinungsjahr:	2011
Fachbereich:	Werbung & Marketing
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Einband - flex.(Paperback)
ISBN-13:	9780749461348
ISBN-10:	0749461349
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Oliver, David
Hersteller:	Kogan Page Kogan Page Ltd
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	216 x 140 x 11 mm
Von/Mit:	David Oliver
Erscheinungsdatum:	28.01.2011
Gewicht:	0,24 kg