Synopses & Reviews
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.
Review
"Effective negotiation without being boring... a handy guide for just about anyone." -- Management Today
Synopsis
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.
Synopsis
Oliver looks at the vital principles of good negotiation, a skill essential for improved business performance and better business relationships. Full of tips, tools, and techniques, "How to Negotiate Effectively" explores every aspect of the negotiation process.
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.
Table of Contents
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 donts
18 Four specific techniques
19 Final words
Negotiation workshops tailored to your company or department
Appendix