how to negotiate effectivelyprovides tips, tools and techniques for getting it right. it explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal. this new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations. an essential step-by-step guide, how to negotiate effectivelywill help anyone achieve a balanced 'win-win' outcome every time.

David Oliver is Founder of Insight Marketing International. He has trained buyers and sellers in large multinationals as well as SMEs and owner-managed businesses. Running seminars around the world on negotiation, professional selling skills and practical marketing, he has spoken to audiences of over 300,000, in addition to numerous TV and radio appearances.

Introduction	p. 1
Definition	p. 3
Know what negotiation is	p. 3
Know what negotiation isn't	p. 4
Win-win	p. 5
Count the cost	p. 9
Commitment	p. 9
Objective	p. 11
Strategy	p. 12
Tactics	p. 13
Seven key elements	p. 15
Plan and prepare	p. 15
Rehearse	p. 18
Explore and explain	p. 21
Propose	p. 22
Bargain	p. 22
Agree	p. 23
Review	p. 24
Introductory comments	p. 25
The quandary of uncertainty	p. 25
Avoid intransigence	p. 26
Understand aspiration	p. 28
Never say yes first time	p. 28
What we think conditions our approach	p. 29
Before presenting a solution, make sure you understand the needs	p. 30
Enhance your authority	p. 33
The authority of print	p. 33
The authority of information	p. 35
The authority of patience	p. 37
The authority of positive posturing	p. 38
The authority of levers	p. 39
The authority of resolved weaknesses	p. 40
The authority of clear internal relationships	p. 41
Tactics and countermeasures	p. 43
Aspiration lowering	p. 43
It's all I have got	p. 45
The hurdlel	p. 46
The A-Team factor	p. 47
Erosion	p. 48
The upward spiral	p. 50
This is not negotiable	p. 53
What ifs	p. 55
Deadlines	p. 56
Negotiable variables - or tradeable concessions	p. 59
Never give, always trade	p. 59
Trade what is inexpensive to you	p. 60
Don't give goodwill concessions	p. 62
Rules for making concessions	p. 63
Trade in small steps	p. 63
Trade concessions one at a time	p. 63
Aim higher than you think	p. 64
Don't split the difference	p. 66
Watch out for the shocker	p. 67
Don't be first to accede to pressure on primary items	p. 68
Help the other person to feel they have a good deal	p. 69
Maximise the value of what you offer	p. 70
Minimise the value of what they are offering	p. 71
Don't just think it!	p. 72
Looking for negotiable variables	p. 73
Find areas for negotiable variables	p. 73
Identify key variables and their place in the negotiation	p. 74
Build in some negotiable variables	p. 75
Determine whether this is long term or short term	p. 76
Potential sources of negotiable variables	p. 77
The magic 'if'	p. 82
Use silence	p. 82
Handling deadlock	p. 85
Watch out for frustration	p. 85
Avoid immovable positions	p. 86
Avoid price rot	p. 87
The bridging moment	p. 87
Make a statement-ask a question	p. 88
The way forward	p. 89
Questions, questions, questions	p. 91
Questioning - an overview	p. 91
Questions make the difference	p. 91
Asking questions is the method of navigation	p. 92
The outcome of questions	p. 93
What sort of questions?	p. 94
An exercise	p. 95
Six summary reasons for asking questions	p. 100
Profiling for strategic level negotiation	p. 101
Definition	p. 102
Identify appropriate strategies and cost management techniques	p. 102
The authority of your counterpart	p. 107
Ensure your counterpart has the authority to negotiate	p. 107
Check the power behind the scenes	p. 108
Manage the power behind the scenes	p. 109
Have we got the decision-maker/s?	p. 109
Handling long-term negotiations	p. 113
Story 1	p. 113
Story 2	p. 117
Post-purchase remorse can undo the close	p. 121
Keeping positive passion for your service and product range is essential for the close	p. 123
Tough or effective?	p. 125
Characteristics of effective negotiators	p. 125
Effective negotiators look at buying and selling in the same deal	p. 126
Effective negotiators balance their team carefully	p. 127
Effective negotiators keep the whole package in mind	p. 127
Effective negotiators have a good alternative	p. 129
Effective negotiators avoid irritators	p. 129
Effective negotiators embrace mistakes	p. 130
Effective negotiators have an eye for body language	p. 131
Effective negotiators always stay in control	p. 133
Characteristics of ineffective negotiators	p. 133
Dos and don'ts	p. 135
Do always maintain the initiative	p. 135
Do put things in writing	p. 136
Do learn to use higher authority	p. 137
Do conceal your emotions	p. 138
Do ask for discount when paying cash	p. 138
Do use experts	p. 139
Don't expect to win them all	p. 139
Don't be afraid to break off negotiation	p. 140
Don't attack your counterpart-attack the problem	p. 141
Don't show triumph	p. 142
Don't deal in round numbers	p. 143
Don't indicate movement before you need to	p. 143
Don't dig your heels in	p. 143
Don't be afraid to go back and try again	p. 144
Don't be afraid of risk	p. 144
Don't succumb to dangerous phrases	p. 145
Don't be afraid to make your counterpart work hard	p. 146
Do identify buying signals in your negotiations	p. 146
Do look out for personality mirrors	p. 149
Four specific techniques	p. 153
Using social media in negotation	p. 153
Specific tips for negotiating print and promotion	p. 155
Price rises -how to get it wrong	p. 156
Do research before you buy	p. 157
Final words	p. 159
The ones that nearly got away	p. 159
The ten commandments	p. 160
Don't be afraid to give	p. 161
Don't forget Prepbar©	p. 162
How to eat the elephant	p. 163
Contact details	p. 164
Negotiation workshops tailored to your company or department	p. 165
Appendix	p. 167
Table of Contents provided by Ingram. All Rights Reserved.

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