01721cam a2200373Ia 4500 88212 20230410115426.0 980824s2011 enk g 001 0 eng d 16210921 2010018064 9780749461348 0749461349 9780749461355 (ebk) 0749461357 (ebk) (OCoLC)ocn611038639 DLC DLC YDX YDXCP CDX DLC HD 58.6 O48h 2011 658.4052 Oliver, David, 1951- How to negotiate effectively / David Oliver. 3rd ed. London ; Philadelphia : Kogan Page, 2011. x, 170 p. ; 22 cm. The Sunday Times. Creating success series 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. Negotiation in business. Negotiation. Negociación en negocios Negociación Contributor biographical information http://www.loc.gov/catdir/enhancements/fy1114/2010018064-b.html lcc bk PP 40915 40915 0 0 lcc 0 0 CS BJB BJB CS 2023-04-10 1 0 HD 58.6 O48h 2011 00000100445 2018-10-24 00:00:00 1 2018-10-24 bk