TY  - BOOK
AU  - Oliver,David
TI  - How to negotiate effectively
SN  - 9780749461348
AV  - HD 58.6 O48h 2011
U1  - 658.4052 
PY  - 2011///
CY  - London, Philadelphia
PB  - Kogan Page
KW  - Negotiation in business
KW  - Negotiation
KW  - Negociación en negocios
KW  - Negociación
N1  - 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
UR  - http://www.loc.gov/catdir/enhancements/fy1114/2010018064-b.html
ER  -