101 ways to negotiate more effectively / David Oliver.
By: Oliver, David.
Material type: BookPublisher: London : Kogan Page, 1996Description: 110 p. ; 22 cm.ISBN: 0749421002.Subject(s): Negotiation in business | NegotiationDDC classification: 658.45Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|
General Lending | MTU Bishopstown Library Lending | 658.45 (Browse shelf(Opens below)) | 1 | Available | 00015079 |
Enhanced descriptions from Syndetics:
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.
Includes index.
Introduction -- Definition -- Count the cost -- Six key elements -- Introductory concepts -- Enhance your authority -- Tactics and countermeasures -- Negotiable variables - or Tradeable concessions -- Rules for making concessions -- Look for negotiable variables -- Potential sources of negotiable variables -- Handling deadlock -- Asking questions -- The authority of your counterpart -- Tough or effective? -- Dos and Don'ts -- Three specific techniques -- Final words.