How to negotiate effectively
David Oliver
| Year of publication: |
2011 ; 3rd ed.
|
|---|---|
| Authors: | Oliver, David |
| Publisher: |
London [u.a.] : Kogan Page |
| Subject: | Verhandlungstechnik | Negotiation techniques | Erfolgsfaktor | Success factor |
| Description of contents: | Table of Contents [swbplus.bsz-bw.de] ; Description [loc.gov] ; Description [loc.gov] |
| Extent: | X, 170 S. 22 cm |
|---|---|
| Series: | |
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Ratgeber ; Guidebook |
| Language: | English |
| Notes: | Formerly CIP Uk 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. |
| ISBN: | 978-0-7494-6134-8 ; 978-0-7494-6135-5 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10008780260