How to Negotiate Effectively (Creating Success)
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 111
Pages: 111
Authors: David Oliver
- How to Negotiate Effectively
- Table Of Content
- Back Cover
- Introduction
- Chapter 1: Definition
- Know What Negotiation isn t
- Win-Win
- Chapter 2: Count the Cost
- Objective
- Strategy
- Tactics
- Chapter 3: Six Key Elements
- Rehearse
- Describe Your Position
- Propose
- Bargain
- Agree
- Chapter 4: Introductory Comments
- Avoid Intransigence
- Understand Aspiration
- Never Say Yes First Time
- What We Think Conditions Our Approach
- Chapter 5: Enhance Your Authority
- The Authority of Information
- The Authority of Patience
- The Authority of Positive Posturing
- The Authority of Levers
- The Authority of Resolved Weaknesses
- Chapter 6: Tactics and Countermeasures
- It s all I Have Got
- The Hurdle
- The A-Team Factor
- Erosion
- The Upward Spiral
- This is Not Negotiable
- What Ifs
- Deadlines
- Chapter 7: Negotiable Variables - Or Tradeable Concessions
- Never Give, Always Trade
- Trade What is Inexpensive to You
- Don t Give Goodwill Concessions
- Chapter 8: Rules for Making Concessions
- Trade Concessions One at a Time
- Aim Higher than You Think
- Don t Split the Difference
- Watch Out for the Shocker
- Don t be First to Accede to Pressure on Primary Items
- Help the Other Person to Feel They Have a Good Deal
- Maximise the Value of What You Offer
- Minimise the Value of What They are Offering
- Don t Just Think It
- Chapter 9: Looking for Negotiable Variables
- Identify Key Variables and Their Place in the Negotiation
- Build in Some Negotiable Variables
- Determine Whether this is Long Term or Short Term
- Potential Sources of Negotiable Variables
- The Magic If
- Use Silence
- Chapter 10: Handling Deadlock
- Avoid Immovable Positions
- Avoid Price Rot
- The Bridging Moment
- Make a Statement - Ask a Question
- The Way Forward
- Chapter 11: Questions, Questions, Questions
- Questions Make the Difference
- Asking Questions is the Method of Navigation
- The Outcome of Questions
- What Sort of Questions?
- An Exercise
- Six Summary Reasons for Asking Questions
- Chapter 12: The Authority of Your Counterpart
- Check the Power Behind the Scenes
- Manage the Power Behind the Scenes
- Chapter 13: Tough or Effective?
- Effective Negotiators Look at Buying and Selling in the Same Deal
- Effective Negotiators Balance Their Team Carefully
- Effective Negotiators Keep the Whole Package in Mind
- Effective Negotiators Have a Good Alternative
- Effective Negotiators Avoid Irritators
- Effective Negotiators Embrace Mistakes
- Effective Negotiators Have an Eye for Body Language
- Effective Negotiators Always Stay in Control
- Characteristics of Ineffective Negotiators
- Chapter 14: Dos and Don ts
- Do Put Things in Writing
- Do Learn to Use Higher Authority
- Do Conceal Your Emotions
- Do Ask for Discount When Paying Cash
- Do Use Experts
- Don t Expect to Win Them All
- Don t be Afraid to Break Off Negotiation
- Don t Attack Your Counterpart - Attack the Problem
- Don t Show Triumph
- Don t Deal in Round Numbers
- Don t Indicate Movement before You Need To
- Don t Dig Your Heels In
- Don t be Afraid to Go Back and Try Again
- Don t be Afraid of Risk
- Don t Succumb to Dangerous Phrases
- Don t be Afraid to Make Your Counterpart Work Hard
- Chapter 15: Three Specific Techniques
- Price Rises - How to Get it Wrong
- Do Research before You Buy
- Chapter 16: Final Words
- The Ten Commandments
- Don t be Afraid to Give
- How to Eat the Elephant
- Contact Details
- Negotiation Workshops Tailored to Your Company or Department
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 111
Pages: 111
Authors: David Oliver