Oliver, David 1951- creator text enk London Philadelphia Kogan Page 2011 3rd ed. monographic eng

print

x, 170 p. ; 22 cm. 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. general David Oliver. Negotiation in business Negotiation Negociación en negocios Negociación HD 58.6 O48h 2011 658.4052 9780749461348 0749461349 9780749461355 (ebk) 0749461357 (ebk) 2010018064 http://www.loc.gov/catdir/enhancements/fy1114/2010018064-b.html http://www.loc.gov/catdir/enhancements/fy1114/2010018064-b.html DLC 980824 20230410115426.0 88212