How to Negotiate Effectively, Third Edition (Series: Creating Success)

David Oliver

Verlag: Kogan Page Limited/Viva Books, 2010
ISBN 10: 0749461349 / ISBN 13: 9780749461348
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Beschreibung:

Do you know the rules for making concessions? Are you afraid of risk? Most business owners or managers buy and sell in different ways every week, sometimes every day. This book will help you get the best out of every deal, whether it?s a one-off or a long-term relationship. It is also for the professional salesman or buyer. Providing tips, tools and techniques, this book advises on every aspect of the negotiating process, including: ? PREPBAR ? the definitive approach to all negotiations ? how to handle deadlock ? tactics and counter-measures ? how to be sure where to start and end every negotiation ? how to trade or bargain ? the characteristics of effective negotiators ? identifying the decision makers ? making concessions ? enhancing your authority ? getting the best deal every single time Including a new chapter on profiling for strategic level negotiations, as well as advice on how to use social media networking to your advantage, this essential step-by-step guide will help you to achieve a balanced "win-win" outcome every time whether you are in buying, selling or both. Contents: Introduction ? 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 varibles ? 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? Negotiation workships tailored to you-company or department Printed Pages: 184. Buchnummer des Verkäufers 58459

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Inhaltsangabe: From bargaining for a lower price to asking for vacation time, negotiating is a skill essential for improved business performance and better business relationships. In this new edition, David Oliver looks at the vital principles of good negotiation.

The text explores the aspects of negotiating, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority, and getting the best deal.

The new edition includes a chapter on using social media to your advantage. Full of tips and techniques, How to Negotiate Effectively is a clear guide to negotiation and will help achieve a balanced, 'win-win' outcome every time.

Now including a free application for iPhones that provides extracts from 9 books in the Sunday Times Creating Success series, quotes and tips from the experts.

About the Author: 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.

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Bibliografische Details

Titel: How to Negotiate Effectively, Third Edition ...
Verlag: Kogan Page Limited/Viva Books
Erscheinungsdatum: 2010
Einband: Softcover
Zustand: New
Auflage: 3rd edition.

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David Oliver
Verlag: Kogan Page Jan 2011 (2011)
ISBN 10: 0749461349 ISBN 13: 9780749461348
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Buchbeschreibung Kogan Page Jan 2011, 2011. Taschenbuch. Buchzustand: Neu. Neuware - 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. 184 pp. Englisch. Artikel-Nr. 9780749461348

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