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How to Negotiate Effectively (Creating Success)
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors:
David Oliver
BUY ON AMAZON
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
Year: 2003
Pages: 111
Authors:
David Oliver
BUY ON AMAZON
Lotus Notes and Domino 6 Development (2nd Edition)
Retrieving Data with @DbColumn and @DbLookup
Fundamental Elements of LotusScript
JavaScript Support in Domino 6
Calculations
What Is DECS?
Software Configuration Management
Configuration Status Accounting
Appendix C Sample Data Dictionary
Appendix J Document Change Request (DCR)
Appendix V Functional Configuration Audit (FCA) Checklist
Appendix X SCM Guidance for Achieving the Repeatable Level on the Software
The Java Tutorial: A Short Course on the Basics, 4th Edition
What Is an Object?
The Life Cycle of an Object
Implementing Nested Classes
Creating and Using Packages
Implementations
An Introduction to Design Patterns in C++ with Qt 4
Overloading, Hiding, and Overriding
Points of Departure
Introduction to Design Patterns
Source Selector
Appendix A. C++ Reserved Keywords
Python Standard Library (Nutshell Handbooks) with
The cmath Module
The ConfigParser Module
The zipfile Module
The statcache Module
The cmpcache Module
Digital Character Animation 3 (No. 3)
Animation Interfaces
Conclusion
Chapter Six. Walking and Locomotion
Insects and Spiders
Acting and Story
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