| 1. How to Negotiate Effectively |
| 2. Table Of Content |
| 3. Back Cover |
| 4. Introduction |
| 5. Chapter 1: Definition | Know What Negotiation is |
| 6. Know What Negotiation isn t | Know What Negotiation isn t |
| 7. Win-Win | Win-Win |
| 8. Chapter 2: Count the Cost | Commitment Overall Commitment Commitment to a Particular Negotiation in Hand |
| 9. Objective | Objective Objectives for Your Company Objectives for the Negotiation in Hand |
| 10. Strategy | Strategy Strategy for the Company Strategy for the Particular Negotiation in Hand |
| 11. Tactics | Tactics |
| 12. Chapter 3: Six Key Elements | Prepare |
| 13. Rehearse | Rehearse |
| 14. Describe Your Position | Describe Your Position |
| 15. Propose | Propose |
| 16. Bargain | Bargain |
| 17. Agree | Agree |
| 18. Chapter 4: Introductory Comments | The Quandary of Uncertainty |
| 19. Avoid Intransigence | Avoid Intransigence |
| 20. Understand Aspiration | Understand Aspiration |
| 21. Never Say Yes First Time | Never Say Yes First Time |
| 22. What We Think Conditions Our Approach | What We Think Conditions Our Approach |
| 23. Chapter 5: Enhance Your Authority | The Authority of Print |
| 24. The Authority of Information | The Authority of Information |
| 25. The Authority of Patience | The Authority of Patience |
| 26. The Authority of Positive Posturing | The Authority of Positive Posturing |
| 27. The Authority of Levers | The Authority of Levers |
| 28. The Authority of Resolved Weaknesses | The Authority of Resolved Weaknesses |
| 29. Chapter 6: Tactics and Countermeasures | Aspiration Lowering Comparing Your Offer Straightforward Request |
| 30. It s all I Have Got | It s all I Have Got |
| 31. The Hurdle | The Hurdle |
| 32. The A-Team Factor | The A-Team Factor |
| 33. Erosion | Erosion |
| 34. The Upward Spiral | The Upward Spiral |
| 35. This is Not Negotiable | This is Not Negotiable |
| 36. What Ifs | What Ifs |
| 37. Deadlines | Deadlines |
| 38. Chapter 7: Negotiable Variables - Or Tradeable Concessions | Overview |
| 39. Never Give, Always Trade | Never Give Always Trade |
| 40. Trade What is Inexpensive to You | Trade What is Inexpensive to You |
| 41. Don t Give Goodwill Concessions | Don t Give Goodwill Concessions |
| 42. Chapter 8: Rules for Making Concessions | Trade in Small Steps |
| 43. Trade Concessions One at a Time | Trade Concessions One at a Time |
| 44. Aim Higher than You Think | Aim Higher than You Think |
| 45. Don t Split the Difference | Don t Split the Difference |
| 46. Watch Out for the Shocker | Watch Out for the Shocker |
| 47. Don t be First to Accede to Pressure on Primary Items | Don t be First to Accede to Pressure on Primary Items |
| 48. Help the Other Person to Feel They Have a Good Deal | Help the Other Person to Feel They Have a Good Deal |
| 49. Maximise the Value of What You Offer | Maximise the Value of What You Offer |
| 50. Minimise the Value of What They are Offering | Minimise the Value of What They are Offering |
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Authors: Oliver D ISBN: 0749448202 Current page: 1 from 111 This Manual are presented on flylib.comOur library present to you materials from book How to Negotiate Effectively. Warning! The page Table of content from this book is informational only! Do not print out this page! Do NOT SUBMIT this page as part of your website or work without confirmation from the authors. You can read the contents of the book, but we strongly recommend that you purchase. or example, you can Buy this book on Amazon.com |