The outstanding negotiator
By: Christian H. Godefroy & Luis Robert.
Publisher: Piatkus
Published: 1993
Place of publication: London
Language: eng
Number of pages: 318
Subjects: Negotiation in business.
Table of contents: title: What is your potential as a negotiator?; title: Do you like to negotiate?; title: What do you think makes a good negotiator?; title: To negotiate or not to negotiate?; title: Early preparations; title: Working out your interests and objectives; title: Finding out about the other party; title: Different ways to negotiate; title: Preparing your strategy; title: How to modify the other party's perception; title: Get time on your side; title: The importance of teamwork; title: Role-playing; title: A preparation checklist; title: Preparations on the day; title: How do you negotiate?; title: How to open negotiations; title: How effective negotiations proceed; title: Top negotiating techniques; title: How to get out of tight spots; title: Developing your arguing power; title: How to counter an argument; title: Getting and making concessions; title: Negotiating from a weak position; title: Closing the deal; title: Trumps for success; title: Communication techniques; title: Negative and positive thinking; title: The secrets of body language.