How to Negotiate Effectively Book

1 Definition

2 Count the cost

3 Seven key elements

4 Introductory comments

5 Enhance your authority

6 Tactics and countermeasures

7 Negotiable variables – or tradeable concessions

8 Rules for making concessions

9 Looking for negotiable variables

10 Handling deadlock

11 Questions, questions, questions

12 Profiling for strategic level negotiation

13 The authority of your counterpart

14 Handling long-term negotiations

15 Post-purchase remorse can undo the close

16 Tough of effective?

17 Dos and don’ts

18 Four specific techniques

19 Final words