Description
Book SynopsisDavid Oliver is Managing Director of Insight Marketing, and also Associate Director of the Marketing Guild. He writes regularly for the press and runs seminars around the world on negotiation, professional selling skills and practical marketing.
Trade Review"Sensibly written, with useful devices - such as the PREPBAR acronym (Plan, Reherse, Explore, Propose, Bargain, Agree, Review) - its a handy book if youre involved in any aspect of buying or selling" * Management Today, October 2010 *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: Definition;
- Chapter - 02: Count the cost;
- Chapter - 03: Seven key elements;
- Chapter - 04: Introductory comments;
- Chapter - 05: Enhance your authority;
- Chapter - 06: Tactics and countermeasures;
- Chapter - 07: Negotiable variables – or tradeable concessions;
- Chapter - 08: Rules for making concessions;
- Chapter - 09: Looking for negotiable variables;
- Chapter - 10: Handling deadlock;
- Chapter - 11: Questions, questions, questions;
- Chapter - 12: Profiling for strategic level negotiation;
- Chapter - 13: The authority of your counterpart;
- Chapter - 14: Handling long-term negotiations;
- Chapter - 15: Post-purchase remorse can undo the close;
- Chapter - 16: Tough or effective?;
- Chapter - 17: Dos and don’ts;
- Chapter - 18: Four specific techniques;
- Chapter - 19: Final words
