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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
Titel: How to Negotiate Effectively, Third Edition ...
Verlag: Kogan Page Limited/Viva Books
Auflage: 3rd edition.
Buchbeschreibung Kogan Page Jan 2011, 2011. Taschenbuch. Buchzustand: Neu. 216x140x10 mm. 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