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How to Improve Your Negotiation Skills
Dennis A. Hawver How to Improve Your Negotiation Skills : Dennis A. Hawver : Vision Books : Book (ISBN: 8170943582)
Pages: 176
Price: Rs. 190
Format: Paperback
ISBN: 8170943582
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Latest Print in 2011
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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, etc.

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 true.

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

  • Importance of flexibility

  • Learning to anticipate

  • Hard approach vis-à-vis reciprocation; how to settle bitter disagreements.

Sales negotiations

  • The partnership principle

  • Using customer benefits in negotiations

  • Effective persuasion techniques in sales negotiations.

Negotiating purchases

  • Knocking down the "lowest price" approach

  • Making yourself more attractive to suppliers

  • Negotiating techniques for long-term purchase agreements.

Also:

  • How to assess your negotiation style

  • Positive and negative behaviour elements

  • What motivations drive you when you negotiate.



Dennis A. Hawver


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