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[null,"1.","Record Nr.",null,"UNISA996339137303316"]
[null,null,"Autore",null,"Oliver David <1951->"]
[null,null,"Titolo",null,"How to negotiate effectively / / David Oliver [[electronic resource]]"]
[null,null,"Pubbl/distr/stampa",null,"London ; ; Philadelphia, : Kogan Page, 2006"]
[null,null,"ISBN",null,"1-280-86948-8"]
[{"$nulls":4},"9786610869480"]
[{"$nulls":4},"0-7494-5181-5"]
[null,null,"Edizione",null,"[2nd ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (x, 137 p. )"]
[null,null,"Collana",null,"Creating success How to negotiate effectively"]
[null,null,"Disciplina",null,"658.4/052"]
[null,null,"Soggetti",null,"Negotiation in business"]
[{"$nulls":4},"Negotiation"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","\"The Sunday Times\"--Cover."]
[null,null,"Nota di contenuto",null,"Intro -- Contents -- Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- Enhance your authority -- The authority of print -- The authority of information -- The authority of patience -- The authority of positive posturing -- The authority of levers -- The authority of resolved weaknesses -- Tactics and countermeasures -- Aspiration lowering -- It's all I have got -- The hurdle! -- The A-Team factor -- Erosion -- The upward spiral -- This is not negotiable -- What ifs -- Deadlines -- Negotiable variables - or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- Rules for making concessions -- Trade in small steps -- Trade concessions one at a time -- Aim higher than you think -- Don't split the difference -- Watch out for the shocker -- Don't be first to accede to pressure on primary items -- Help the other person to feel they have a good deal -- Maximise the value of what you offer -- Minimise the value of what they are offering -- Don't just think it! -- Looking for negotiable variables -- Find areas for negotiable variables -- Identify key variables and their place in the negotiation -- Build in some "]
[{"$nulls":4},"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."]
[{"$nulls":4},"Avoid price rot -- The bridging moment -- Make a statement - ask a question -- The way forward -- Questions, questions, questions -- Questioning - an overview -- Questions make the difference -- Asking questions is the method of navigation -- The outcome of questions -- What sort of questions? -- An exercise -- Six summary reasons for asking questions -- The authority of your counterpart -- Ensure your counterpart has the authority to negotiate -- Check the power behind the scenes -- Manage the power behind the scenes -- Have we got the decisionmaker/s? -- Post purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the samedeal -- Effective negotiators balance their team carefully -- Effective negotiators keep the whole package in mind -- Effective negotiators have a good alternative -- Effective negotiators avoid irritators -- Effective negotiators embrace mistakes -- Effective negotiators have an eye for body language -- Effective negotiators always stay in control -- Characteristics of ineffective negotiators -- Dos and don'ts -- Do always maintain the initiative -- Do put things in writing -- Do learn to use higher authority -- Do conceal your emotions -- Do ask for discount when paying cash -- Do use experts -- Don't expect to win them all -- Don't be afraid to break off negotiation -- Don't attack your counterpart - attack the problem -- Don't show triumph -- Don't deal in round numbers -- Don't indicate movement before you need to -- Don't dig your heels in -- Don't be afraid to go back and try again -- Don't be afraid of risk -- Don't succumb to dangerous phrases -- Don't be afraid to make your counterpart work hard."]
[{"$nulls":4},"Do 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."]
[null,null,null,"Sommario/riassunto","How 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."]