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Innovation and Best Practice
for Business Success

Established 1967

How to Negotiate Effectively

How to Negotiate Effectively

David Oliver


A practical, accessible book which looks at the vital principles of good negotiation, that can result in improved business performance and better business relationships

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About the book

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.

This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations.

An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Table Of Contents

    • Chapter - 00: Introduction;
    • Chapter - 01: Definition;
    • Chapter - 02: Count the cost;
    • Chapter - 03: Seven key elements;
    • Chapter - 04: Introductory comments;
    • Chapter - 05: Enhance your authority;
    • Chapter - 06: Tactics and countermeasures;
    • Chapter - 07: Negotiable variables – or tradeable concessions;
    • Chapter - 08: Rules for making concessions;
    • Chapter - 09: Looking for negotiable variables;
    • Chapter - 10: Handling deadlock;
    • Chapter - 11: Questions, questions, questions;
    • Chapter - 12: Profiling for strategic level negotiation;
    • Chapter - 13: The authority of your counterpart;
    • Chapter - 14: Handling long-term negotiations;
    • Chapter - 15: Post-purchase remorse can undo the close;
    • Chapter - 16: Tough or effective?;
    • Chapter - 17: Dos and don’ts;
    • Chapter - 18: Four specific techniques;
    • Chapter - 19: Final words


Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - its a handy book if youre involved in any aspect of buying or selling
Management Today, October 2010

Book Details

  • EAN: 9780749461348
  • Edition: 3
  • Published: 3rd November 2010
  • Paperback
  • Dimensions: 216x138
  • 184 pages
  • Series: Creating Success Series

About the Author

David Oliver is Managing Director of Insight Marketing, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.

David Oliver