How to Negotiate Effectively | How to Negotiate Effectively (Creating Success)

David Oliver

CREATING SUCCESS

Parts of this book were previously published as 101 Ways to Negotiate More Effectively, also published by Kogan Page

First published as How to Negotiate Effectively in 2003

Apart from any fair dealing for the purposes of research or private study, or criticism or review, as permitted under the Copyright, Designs and Patents Act 1988, this publication may only be reproduced, stored or transmitted, in any form or by any means, with the prior permission in writing of the publishers, or in the case of reprographic reproduction in accordance with the terms and licences issued by the CLA. Enquiries concerning reproduction outside these terms should be sent to the publishers at the undermentioned address:

Kogan Page Limited
120 Pentonville Road
London N1 9JN
United Kingdom
www.kogan-page.co.uk

The right of David Oliver to be identified as the author of this work has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988.

The views expressed in this book are those of the author, and are not necessarily the same as those of Times Newspapers Ltd.

British Library Cataloguing in Publication Data

A CIP record for this book is available from the British Library

ISBN 0 7494 3890 8

Typeset by Jean Cussons Typesetting, Diss, Norfolk

Printed and bound in Great Britain by Clays Ltd, St Ives plc

This book is dedicated to my dad, who taught me my first steps in negotiation. He taught me the work ethic and showed me by example how to love hard work.

David Oliver is Managing Director of Insight Marketing, based in Hampshire, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.