Overview

Effective negotiation skills just got easier There was a time, not that long ago, when negotiation was seen, in the main, as the province of industrial relations folk and car-sales advisers. But, no longer! Repeated financial crises have squeezed profit margins and, in some markets, discouraged buyers from making marginal purchases or continuing habitual expenditure. Managers have found themselves in the frontline of the expectation to achieve better value for money, and the starting point for this is to shop around and explore the offers made by new suppliers, and/or to negotiate better deals with existing suppliers. Even if your job doesn't involve negotiation, then you might still be an active negotiator when replacing your car, moving house or even selling last season's wardrobe! The truth is that being a good negotiator has become a life skill, enabling those who are good at it not just to save money, but also to upgrade their computer, television or lawnmower with little or no increase in outgoings - and enhancing their reputation in the process. Becoming an effective negotiator is certainly within the scope of the majority of people. At its simplest, it involves thinking out what you want, planning how you'd like to get it and developing your powers of persuasion to convince other people that you are simply being reasonable. This book will help you to plan to become a better negotiator through being better prepared for meetings, planning clear and realistic objectives for a negotiation, maintaining concentration and making logical proposals that create agreement in the other party. - Sunday: Creating the right environment - Monday: Researching your objectives - Tuesday: People and places - Wednesday: Breaking the ice - Thursday: The agenda - Friday: Concluding - Saturday: Learning from your experiences

Full Product Details

Author:   Peter Fleming
Publisher:   John Murray Press
Imprint:   Teach Yourself
Dimensions:   Width: 12.80cm , Height: 1.20cm , Length: 19.60cm
Weight:   0.111kg
ISBN:  

9781473609617

ISBN 10:   1473609615
Pages:   128
Publication Date:   11 February 2016
Audience:   College/higher education ,  General/trade ,  Professional and scholarly ,  Tertiary & Higher Education ,  General
Format:   Paperback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of Contents

SUNDAY: Learn how to set up the best environment for a negotiation, so that: you avoid distractions and negative factors that can reduce the chances of a successful outcome. : MONDAY: Know how to research and plan your objectives and prepare for any factors that may affect your opponent's position. : TUESDAY: Consider how variations in the venue for a meeting - and the authority of those attending - can impact the atmosphere and progress of a negotiation. WEDNESDAY: Explore how the opening moves in the meeting (and the quality of: your listening and talking) can help or hinder progress in the meeting. : THURSDAY: Discover the best ways of moving a negotiation forward with clarity and persuasiveness - bringing a win/win outcome. : FRIDAY: Learn how to bring a negotiation to a satisfactory end ensuring that there are no errors or omissions. : SATURDAY: Plan how you can continue to grow your negotiation skills through evaluating your performance and undertake bigger and more complex projects.

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Author Information

Peter Fleming, MA HRM, has over 30 years experience as an International Management Consultant and Principal of PFA International. He is a Chartered Marketer and Chartered Fellow of the Institute of Personnel Development and has trained thousands of negotiators from all over the world.

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