How to negotiate effectively /
Enregistré dans:
| Auteur principal: | |
|---|---|
| Format: | Livre |
| Langue: | English |
| Publié: |
London ; Philadelphia :
Kogan Page,
2011.
|
| Édition: | 3rd ed. |
| Collection: | Creating success.
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| Sujets: |
Table des matières:
- Definition
- Count the cost
- Seven key elements
- Introductory comments
- Enhance your authority
- Tactics and countermeasures
- Negotiable variables-or tradeable concessions
- Rules for making concessions
- Looking for negotiable variables
- Handling deadlock
- Questions, questions, questions
- Profiling for strategic level negotiation
- The authority of your counterpart
- Handling long-term negotiations
- Post-purchase remorse can undo the close
- Tough or effective?
- Dos and don'ts
- Four specific techniques
- Final words.