All managers need to negotiate all the time... in selling, purchasing, salary review or promotion,
collective bargaining, joint ventures, and in dealing with banks,
suppliers, distributors, ad agencies, government departments,
Yet few executives receive specific training in the art of
negotiation. Worse, negotiation is often confused with bargaining
or "beating the other party down". This is simply not
Successful negotiation is, in fact, more of joint
problem-solving which should lead to win-win situations. The
techniques and skills involved can be learnt and mastered. This
book shows how you can develop successful negotiation skills
and when to use them.
20 Negotiation tricks
Seeking the "middle ground"
The 4 control tactics and 7 pressure tactics
Trap tactics and trick tactics; how to gain the
psychological advantage in negotiations.
30 Counter-negotiation tactics
The partnership principle
Using customer benefits in negotiations
Effective persuasion techniques in sales negotiations.
Knocking down the "lowest price" approach
Making yourself more attractive to suppliers
Negotiating techniques for long-term purchase agreements.
How to assess your negotiation style
Positive and negative behaviour elements
What motivations drive you when you negotiate.