Cover image for Negotiate to succeed
Title:
Negotiate to succeed
Author:
Lewthwaite, Julie.
Publication Information:
London : Hawksmere, [2000]

©2000
Physical Description:
175 pages ; 22 cm
Language:
English
Added Author:
ISBN:
9781854181534
Format :
Book

Available:*

Library
Call Number
Material Type
Home Location
Status
Central Library HD58.6 .N425 2000 Adult Non-Fiction Central Closed Stacks
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Summary

Summary

Modern business relies on the ability to reach mutually beneficial agreements. You need the skills to plan, deliver and follow through on negotiations.

This book provides accessible, practical guidance and techniques for negotiating, including:

Useful skills for the negotiator
Dealing with "people issues"
Negotiation in practice.
Written in a straightforward, non-academic manner, this book provides tips and techniques in a clear, easy-to-use checklist format designed for the busy manager.


Table of Contents

Successful negotiation
Useful skills for the negotiator
First steps in negotiation
Approaches to negotiation
Creative bargaining
Dealing with pressure
People issues
Relational influence and power
Negotiating with integrity
Negotiating globally
Using an advocate
Dealing with conflict
Assertiveness skills
Negotiation in practice
Tendering for contracts
Staff relations
Industrial tribunals
Getting payment from your customers
Appendices
Further reading
Useful addresses

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