Oliver, David,  1951- <br/><br/>
How to negotiate effectively / 
David Oliver. 
 - 3rd ed. 
 - London ;  Philadelphia :  Kogan Page,  2011. 
 - x, 170 p. ;  22 cm. 
 - The Sunday Times. Creating success series .
<br/><br/>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. Improve your success rate; --- Get the best deal; --- Achieve win-win results. 
<br/><br/><label>ISBN: </label>9780749461348 0749461349 9780749461355 (ebk) 0749461357 (ebk) 
<br/><br/><label>LCCN: </label>2010018064 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negotiation.<br/>Negociación en negocios<br/>Negociación
<br/><br/><label>LC Class. No.: </label>HD 58.6  / O48h 2011 
<br/><br/><label>Dewey Class. No.: </label>658.4052