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Description: Do you know the rules for making concessions?
Are you afraid of risk?
Most business owners or managers buy and sell in different ways every week, sometimes every day. This book will help you get the best out of every deal, whether it`s a one-off or a long-term relationship. It is also for the professional salesman or buyer. Providing tips, tools and techniques, this book advises on every aspect of the negotiating process, including:
¢ PREPBARa ” the definitive approach to all negotiations
¢ how to handle deadlock
¢ tactics and counter-measures
¢ how to be sure where to start and end every negotiation
¢ how to trade or bargain
¢ the characteristics of effective negotiators
¢ identifying the decision makers
¢ making concessions
¢ enhancing your authority
¢ getting the best deal every single time
Including a new chapter on profiling for strategic level negotiations, as well as advice on how to use social media networking to your advantage, this essential step-by-step guide will help you to achieve a balanced "win-win" outcome every time whether you are in buying, selling or both.
Contents: Introduction ¢ 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 varibles ¢ 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¢ Negotiation workships tailored to you-company or department
About the Author: David Oliver is Founder of Insight Marketing International. He has trained buyers and sellers in large multinationals as well as SMEs and owner-managed businesses. Running seminars around the world on negotiation, professional selling skills and practical marketing, he has spoken to audiences of over 300,000, in addition to numerous TV and radio appearances.
Target Audience : General public
Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice. ISBN 9780749461348
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Pages : 142
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