101 WAYS TO NEGOTIATE MORE EFFECTIVELY
This guide offers tried and tested tips to help anyone in business to improve their success rate. The author shares his first-hand experience in negotiating major contracts in concise step-by-step terms. He covers such subjects as handling deadlocks; rules for making concessions; and specific techniques of negotiating.
- Book | 128 pages
- 134.62 x 210.82 x 10.16mm | 158.76g
- 25 Nov 1996
- Kogan Page Ltd
- London, United Kingdom
Table of contents
Definition; count the cost; six key elements; what we think conditions our approach; enhancing our authority; tactics and countermeasures; negotiable variables; rules for making concessions; look for negotiable variables; handling deadlock; asking questions; the authority of your counterpart; tough or effective; do's and don'ts; specific techniques; parting advice.