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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.
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.
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 departmentAppendix
| Erscheinungsjahr: | 2011 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| ISBN-13: | 9780749461348 |
| ISBN-10: | 0749461349 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Oliver, David |
| Hersteller: | Kogan Page |
| Maße: | 216 x 140 x 11 mm |
| Von/Mit: | David Oliver |
| Erscheinungsdatum: | 28.01.2011 |
| Gewicht: | 0,24 kg |
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 departmentAppendix
| Erscheinungsjahr: | 2011 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| ISBN-13: | 9780749461348 |
| ISBN-10: | 0749461349 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Oliver, David |
| Hersteller: | Kogan Page |
| Maße: | 216 x 140 x 11 mm |
| Von/Mit: | David Oliver |
| Erscheinungsdatum: | 28.01.2011 |
| Gewicht: | 0,24 kg |
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