Derek Arden

Persuasive Negotiating (eBook, ePUB)

Win Win: How to Get a Winning Result from Persuasive Negotiations

• Format: ePub

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Negotiation is an essential business skill; but do you really know how to do it really well? This is your simple, straightforward and empowering guide to effective business negotiations will help you get the result you want - first time, every time.

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Produktdetails

• Verlag: Pearson HigherEducation
• Seitenzahl: 296
• Erscheinungstermin: 1. Juli 2015
• Englisch
• ISBN-13: 9781292074115
• Artikelnr.: 56962548

Autorenporträt

Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.

Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth 3 billion.

Inhaltsangabe

About the author
Author's acknowledgements
Publisher's acknowledgements
Foreword
Introduction
 
PART ONE: WHY NEGOTIATION MATTERS
Chapter 1: We’re all negotiators
Chapter 2: The cost of not negotiating
Chapter 3: The win win win of negotiating
Chapter 4: Rate your negotiation skills
Chapter 5: Who has the power?
 
PART TWO: The 11 steps of negotiation
Chapter 6: Prepare and plan
Chapter 7: Give a great first impression
Chapter 8: Ask the right questions
Chapter 9: Listen well
Chapter 10: Use your head
Chapter 11: Read body language
Chapter 12: Watch out for lying
Chapter 13: Use the right strategies and tactics
Chapter 14: Influence the other side
Chapter 15: Know how to bargain
Chapter 16: Handling conflict
Chapter 17: Confidence when negotiating
 
PART THREE: HOTSPOTS
Hotspot 1: How to ask for a salary increase
Hotspot 2: How to negotiate a discount
Hotspot 3: How to negotiate on the phone
Hotspot 4: How to negotiate as a team
Hotspot 5: How to negotiate by email
Hotspot 6: How to negotiate internationally
 
Index