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.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
How to negotiate effectively by David Oliver. ISBN 9780749461355. Published by Kogan Page in 2011. Publication and catalogue information, links to buy online and reader comments.
