How to negotiate effectively, David Oliver

The Resource How to negotiate effectively, David Oliver
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http://covers.openlibrary.org/b/isbn/9780749451813-M.jpg?default=false
Label
How to negotiate effectively, David Oliver
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Statement of responsibility
David Oliver
Instantiates
Publication
Note
"The Sunday times"--Cover
Antecedent source
unknown
Carrier category
online resource
Carrier category code
cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
txt
Content type MARC source
rdacontent
Contents
  • Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- Enhance your authority -- The authority of print -- The authority of information -- The authority of patience -- The authority of positive posturing -- The authority of levers -- The authority of resolved weaknesses -- Tactics and countermeasures -- Aspiration lowering -- It's all I have got -- The hurdle! -- The A-team factor -- Erosion -- The upward spiral -- This is not negotiable -- What ifs -- Deadlines -- Negotiable variables, or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- Rules for making concessions -- Trade in small steps -- Trade concessions one at a time -- Aim higher than you think -- Don't split the difference -- Watch out for the shocker -- Don't be first to accede to pressure on primary items -- Help the other person to feel they have a good deal -- Maximise the value of what you offer -- Minimise the value of what they are offering -- Don't just think it! -- Looking for negotiable variables -- Find areas for negotiable variables -- Identify key variables and their place in the negotiation -- Build in some negotiable variables -- Determine whether this is long term or short term -- Potential sources of negotiable variables -- The magic "if" -- Use silence -- Handling deadlock -- Watch out for frustration -- Avoid immovable positions -- Avoid price rot -- The bridging moment -- Make a statement, ask a question -- The way forward -- Questions, questions, questions -- Questioning : an overview -- Questions make the difference -- Asking questions is the method of navigation -- The outcome of questions -- What sort of questions? -- An exercise -- Summary reasons for asking questions -- The authority of your counterpart -- Ensure your counterpart has the authority to negotiate -- Check the power behind the scenes -- Manage the power behind the scenes -- Have we got the decision-maker/s? -- Post-purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the same deal -- Effective negotiators balance their team carefully -- Effective negotiators keep the whole package in mind -- Effective negotiators have a good alternative -- Effective negotiators avoid irritators -- Effective negotiators embrace mistakes -- Effective negotiators have an eye for body language -- Effective negotiators always stay in control -- Characteristics of ineffective negotiators
  • Dos and don'ts -- Do always maintain the initiative -- Do put things in writing -- Do learn to use higher authority -- Do conceal your emotion -- Do ask for discount when paying cash -- Do use experts -- Don't expect to win them all -- Don't be afraid to break off negotiation -- Don't attack your counterpart, attack the problem -- Don't show triumph -- Don't deal in round numbers -- Don't indicate movement before you need to -- Don't dig your heels in -- Don't be afraid to go back and try again -- Don't be afraid of risk -- Don't succumb to dangerous phrases -- Don't be afraid to make your counterpart work hard -- Do identify buying signals in your negotiations -- Do look for personality mirrors -- Three specific techniques -- Specific tips for negotiating print and promotion -- Price rises : how to get it wrong -- Do research before you buy -- Final words -- The ones that nearly got away -- The ten commandments -- Don't be afraid to give -- How to eat the elephant -- Contact details -- Appendix -- Negotiation workshops tailored to your company or department
Dimensions
unknown
Edition
2nd ed.
Extent
1 online resource (x, 137 pages).
File format
unknown
Form of item
online
Isbn
9780749451813
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
c
Quality assurance targets
not applicable
Record ID
howtonegotiateef0000oliv
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)157000641

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Context of How to negotiate effectively, David Oliver

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