How to negotiate effectively / David Oliver.
| Author/creator | Oliver, David, 1951- |
| Format | Book |
| Edition | 3rd ed. |
| Publication Info | London ; Philadelphia : Kogan Page, 2011. |
| Description | x, 170 pages ; 22 cm. |
| Supplemental Content | Contributor biographical information |
| Subjects |
| Series | Creating success Creating success. ^A874015 |
| Contents | 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. |
| Abstract | Will hep you to get the best out of every deal, whether it's a one-off or a long-term relationship. It is also for the professional salesman or buyer. Providing tips, tools and techniques, this book advises on every aspect of the negotiating process. |
| LCCN | 2010018064 |
| ISBN | 9780749461348 |
| ISBN | 0749461349 |
| ISBN | 9780749461355 (ebk) |
| ISBN | 0749461357 (ebk) |
| ISBN | 0749461705 |
| ISBN | 9780749461706 (pbk) |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Joyner | General Stacks | HD58.6 .O38 2011 | ✔ Available | Place Hold |