Win Win: Negotiation: How to get a winning result from persuasive negotiations
By: Derek Arden (author)Paperback
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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 GBP3bn.
About the authorAuthor's acknowledgementsPublisher's acknowledgementsForewordIntroduction PART ONE: WHY NEGOTIATION MATTERSChapter 1: We're all negotiatorsChapter 2: The cost of not negotiatingChapter 3: The win win win of negotiatingChapter 4: Rate your negotiation skillsChapter 5: Who has the power? PART TWO: The 11 steps of negotiationChapter 6: Prepare and planChapter 7: Give a great first impressionChapter 8: Ask the right questionsChapter 9: Listen wellChapter 10: Use your headChapter 11: Read body languageChapter 12: Watch out for lyingChapter 13: Use the right strategies and tacticsChapter 14: Influence the other sideChapter 15: Know how to bargainChapter 16: Handling conflictChapter 17: Confidence when negotiating PART THREE: HOTSPOTSHotspot 1: How to ask for a salary increaseHotspot 2: How to negotiate a discountHotspot 3: How to negotiate on the phoneHotspot 4: How to negotiate as a teamHotspot 5: How to negotiate by emailHotspot 6: How to negotiate internationally Index
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- ID: 9781292074085
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