Derek Arden

Persuasive Negotiating PDF eBook (eBook, PDF)

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

• Format: PDF

Produktbeschreibung

Negotiation is an essential business skill; but do you really know howto do it really well? This is yoursimple, straightforward and empowering guide to effective business negotiations will help youget the resultyou want - first time, every time.

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Produktdetails

• Verlag: Pearson HigherEducation
• Seitenzahl: 296
• Erscheinungstermin: 2. Juli 2015
• Englisch
• ISBN-13: 9781292074092
• Artikelnr.: 43405303

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 £3bn.

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