LEADER 06702oam 2200721 a 450 001 996339137303316 005 20230829004951.0 010 $a1-280-86948-8 010 $a9786610869480 010 $a0-7494-5181-5 035 $a(CKB)1000000000350975 035 $a(MH)011368735-4 035 $a(SSID)ssj0000174242 035 $a(PQKBManifestationID)12065606 035 $a(PQKBTitleCode)TC0000174242 035 $a(PQKBWorkID)10175762 035 $a(PQKB)11411125 035 $a(MiAaPQ)EBC297743 035 $a(Au-PeEL)EBL297743 035 $a(CaONFJC)MIL86948 035 $a(OCoLC)157000641 035 $a(EXLCZ)991000000000350975 100 $a20060831d2006 uy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aHow to negotiate effectively /$fDavid Oliver$b[electronic resource] 205 $a2nd ed. 210 $aLondon ;$aPhiladelphia $cKogan Page$d2006 215 $a1 online resource (x, 137 p. ) 225 0 $aCreating success How to negotiate effectively 300 $a"The Sunday Times"--Cover. 311 $a0-7494-4820-2 327 $aIntro -- Contents -- Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- Enhance your authority -- The authority of print -- The authority of information -- The authority of patience -- The authority of positive posturing -- The authority of levers -- The authority of resolved weaknesses -- Tactics and countermeasures -- Aspiration lowering -- It's all I have got -- The hurdle! -- The A-Team factor -- Erosion -- The upward spiral -- This is not negotiable -- What ifs -- Deadlines -- Negotiable variables - or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- Rules for making concessions -- Trade in small steps -- 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! -- Looking for negotiable variables -- Find areas 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 -- Handling deadlock -- Watch out for frustration -- Avoid immovable positions. 327 $aAvoid price rot -- The bridging moment -- Make a statement - ask a question -- The way forward -- Questions, questions, questions -- Questioning - an overview -- 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 -- The authority of your counterpart -- Ensure your counterpart has the authority to negotiate -- Check the power behind the scenes -- Manage the power behind the scenes -- Have we got the decisionmaker/s? -- Post purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the samedeal -- 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 -- Dos and don'ts -- Do always maintain the initiative -- 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. 327 $aDo identify buying signals in your negotiations -- Do look out for personality mirrors -- Three specific techniques -- Specific tips for negotiating print and promotion -- Price rises - how to get it wrong -- Do research before you buy -- Final words -- The ones that nearly got away -- The ten commandments -- Don't be afraid to give -- How to eat the elephant -- Contact details -- Appendix -- Negotiation workshops tailored to your company or department. 330 $aHow to Negotiate Effectively provides tips, tools and techniques for getting it right. It explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal. An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time. 606 $aNegotiation in business 606 $aNegotiation 606 $aNegotiation in business 606 $aNegotiation 615 0$aNegotiation in business. 615 0$aNegotiation. 615 0$aNegotiation in business 615 0$aNegotiation 676 $a658.4/052 700 $aOliver$b David$f1951-$01019086 801 0$bDLC 801 1$bDLC 801 2$bIG# 801 2$bUKM 801 2$bBAKER 801 2$bYDXCP 801 2$bRL9 801 2$bBTCTA 801 2$bDLC 906 $aBOOK 912 $a996339137303316 996 $aHow to negotiate effectively$92400586 997 $aUNISA 999 $aThis Record contains information from the Harvard Library Bibliographic Dataset, which is provided by the Harvard Library under its Bibliographic Dataset Use Terms and includes data made available by, among others the Library of Congress