How to Negotiate Effectively by Oliver, David -- Read -- Imperial Library of Trantor

Index

Cover page Title page Copyright Dedication 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 or effective? 17. Dos and don’ts 18. Four specific techniques 19. Final words Negotiation workshops tailored to your company or department Appendix

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