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Mastering Negotiations

All the skills and techniques you need to stay one step ahead: the book provides a clear framework for effective negotiation and shows you how to develop your negotiating skills to achieve the best possible results and profitable agreements that stick.

Paperback

GBP 16.99
EUR 20.99
USD 27.95

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Overview

With so much of modern business and enterprise relying on the ability to reach mutually beneficial agreements, the so called ‘win-win’ situation, the modern manager needs to be able to plan, deliver and follow through on critical negotiations.

This book provides the core skills needed to succeed and:

  • Focuses on all aspects of negotiations at the senior level
  • Provides a framework for effective action
  • Develops negotiating skills to an advanced level, showing managers how to achieve the best possible agreement and how to make sure it lasts.

Content

1 Alternative approaches to negotiation
2 Mastering the planning stage
3 Mastering competitive negotiations
4 Mastering co-operative negotiations
5 Mastering persuasion
6 Mastering power in negotiation
7 Mastering commonly made mistakes in negotiation
8 Mastering non-verbal behaviour
9 Dealing with problems in a negotiation
10 Summary checklists
Bibliography

The author

Eric Evans is an internationally experienced seminar presenter and author. Prior to establishing his own consultancy practice, he was executive consultant with Ernst & Young and Price Waterhouse. A former Supplies and Commercial Manager with Dunlop, he has wide experience in the public and private sectors and is now an active consultant in both the UK and overseas, specialising in purchasing and commercial projects, especially involving negotiation skills.

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Paperback ISBN-10: 1 85418 057 6
ISBN-13: 978 185418057 5
Pages: 208
GBP 16.99
EUR 20.99
USD 27.95
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