How to Negotiate Effectively

by David Oliver

Overview

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.

Product Details

ISBN-13:	9780749461355
Publisher:	Kogan Page, Ltd.
Publication date:	11/03/2010
Series:	Creating Success , #56
Sold by:	Barnes & Noble
Format:	eBook
Pages:	184
File size:	495 KB

About the Author

David Oliver is Managing Director of Insight Marketing, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.

David Oliver MCIM is Managing Director of Insight Marketing Consultancy Ltd, based in Hampshire UK, and also associate director of the Marketing Guild. He has spoken to over 200,000 people worldwide, has written 8 books and runs seminars and in-house training around the world on negotiation, professional selling skills, practical marketing and leadership.

Contact [phone] [e-mail]

Table of Contents

• • Chapter - 00: Introduction;
  • Chapter - 01: Definition;
  • Chapter - 02: Count the cost;
  • Chapter - 03: Seven key elements;
  • Chapter - 04: Introductory comments;
  • Chapter - 05: Enhance your authority;
  • Chapter - 06: Tactics and countermeasures;
  • Chapter - 07: Negotiable variables – or tradeable concessions;
  • Chapter - 08: Rules for making concessions;
  • Chapter - 09: Looking for negotiable variables;
  • Chapter - 10: Handling deadlock;
  • Chapter - 11: Questions, questions, questions;
  • Chapter - 12: Profiling for strategic level negotiation;
  • Chapter - 13: The authority of your counterpart;
  • Chapter - 14: Handling long-term negotiations;
  • Chapter - 15: Post-purchase remorse can undo the close;
  • Chapter - 16: Tough or effective?;
  • Chapter - 17: Dos and don’ts;
  • Chapter - 18: Four specific techniques;
  • Chapter - 19: Final words

Editorial Reviews

"Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - its a handy book if youre involved in any aspect of buying or selling"

October 2010 Management Today