How to negotiate effectively /
Bewaard in:
Hoofdauteur: | |
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Formaat: | Boek |
Taal: | English |
Gepubliceerd in: |
London ; Philadelphia :
Kogan Page,
2011.
|
Editie: | 3rd ed. |
Reeks: | Creating success.
|
Onderwerpen: |
Inhoudsopgave:
- 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.