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Author:   Derek Arden
Publisher:   Pearson Education Limited
Imprint:   Pearson Business
Dimensions:   Width: 14.00cm , Height: 2.20cm , Length: 21.50cm
Weight:   0.440kg
ISBN:  

9781292074085

ISBN 10:   1292074086
Pages:   296
Publication Date:   11 June 2015
Audience:   General/trade ,  General
Format:   Paperback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

PART ONE: WHY NEGOTIATION MATTERS Chapter 1: We’re all negotiators Chapter 2: The cost of not negotiating Chapter 3: The win win win of negotiating Chapter 4: Rate your negotiation skills Chapter 5: Who has the power? PART TWO: The 11 steps of negotiation Chapter 6: Prepare and plan Chapter 7: Give a great first impression Chapter 8: Ask the right questions Chapter 9: Listen well Chapter 10: Use your head Chapter 11: Read body language Chapter 12: Watch out for lying Chapter 13: Use the right strategies and tactics Chapter 14: Influence the other side Chapter 15: Know how to bargain Chapter 16: Handling conflict Chapter 17: Confidence when negotiating PART THREE: HOTSPOTS Hotspot 1: How to ask for a salary increase Hotspot 2: How to negotiate a discount Hotspot 3: How to negotiate on the phone Hotspot 4: How to negotiate as a team Hotspot 5: How to negotiate by email Hotspot 6: How to negotiate internationally Index 

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Author Information

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 3 billion.

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