MTU Library Catalogue

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101 ways to negotiate more effectively / David Oliver.

By: Oliver, David, 1951-.
Material type: materialTypeLabelBookPublisher: London : Kogan Page, 1996Description: 110 p. ; 22 cm.ISBN: 0749421002.Subject(s): Negotiation in business | NegotiationDDC classification: 658.45
Contents:
Introduction -- Definition -- Count the cost -- Six key elements -- Introductory concepts -- Enhance your authority -- Tactics and countermeasures -- Negotiable variables - or Tradeable concessions -- Rules for making concessions -- Look for negotiable variables -- Potential sources of negotiable variables -- Handling deadlock -- Asking questions -- The authority of your counterpart -- Tough or effective? -- Dos and Don'ts -- Three specific techniques -- Final words.
Holdings
Item type Current library Call number Copy number Status Barcode
General lending MTU Bishopstown Library Lending 658.45 (Browse shelf(Opens below)) 1 Available 00015079
Total holds: 0

Enhanced descriptions from Syndetics:

This guide offers tried and tested tips to help anyone in business to improve their success rate. The author shares his first-hand experience in negotiating major contracts in concise step-by-step terms. He covers such subjects as handling deadlocks; rules for making concessions; and specific techniques of negotiating.

Includes index.

Introduction -- Definition -- Count the cost -- Six key elements -- Introductory concepts -- Enhance your authority -- Tactics and countermeasures -- Negotiable variables - or Tradeable concessions -- Rules for making concessions -- Look for negotiable variables -- Potential sources of negotiable variables -- Handling deadlock -- Asking questions -- The authority of your counterpart -- Tough or effective? -- Dos and Don'ts -- Three specific techniques -- Final words.