How to negotiate effectively
By: David Oliver
Edition: 3rd ed.
Series: Creating success; Creating success
Publisher: Kogan Page
Published: 2011
Place of publication: London; Philadelphia
Language: eng
Number of pages: 170
ISBN-13: 9780749461348; 9780749461355
Subjects: Negotiation; Negotiation in business
Table of contents: title: Definition; title: Count the cost; title: Seven key elements; title: Introductory comments; title: Enhance your authority; title: Tactics and countermeasures; title: Negotiable variables-or tradeable concessions; title: Rules for making concessions; title: Looking for negotiable variables; title: Handling deadlock; title: Questions, questions, questions; title: Profiling for strategic level negotiation; title: The authority of your counterpart; title: Handling long-term negotiations; title: Post-purchase remorse can undo the close; title: Tough or effective?; title: Dos and don'ts; title: Four specific techniques; title: Final words.