How to Negotiate Effectively

ISBN: 9780749461348 出版年：2010 页码：184 Oliver, David Kogan Page

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