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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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.
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.
Foreword
Introduction
About the author
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 skill s
Chapter 5: Who has the power?
PART TWO: The eleven 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: Rate your negotiation skills again
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
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.
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