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Chapter
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1
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Introduction
A means to an end; A changing world
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2
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What
is Negotiating?
Negotiating defined; The application of negotiating; The nature
of negotiating; The core elements; A constructive process;
Summary
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3
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The
Evolution of Negotiating
Long-term business trends; New realities in the market place;
The power of major accounts; Training; Summary
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4
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The
E-Dimension
The blur factor; Impersonal communications; Greater knowledge;
Support materials; Summary
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5
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The
Global Dimension
Dealing with difference; Measuring the difference; A case
in point; Summary; A final word.
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6
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The
State of the Art
Making the right deal: the process; The nature of negotiating;
First things first; The core element; Added power; Negotiating:
the tactics; Key techniques; Interpersonal behavior; Keeping
on track; Summary
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7
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In
Practice
Linking theory and practice; Managing the ebb and flow of
the process; Using the dynamics of the meeting; Adding up
the score; Reading the signs; Fine tuning your approach; Team
negotiating; A creative approach; Summary.
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8
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Key
Concepts and Thinkers
Glossary; Key concepts and thinkers; BATNA; RESPECT; Principled
negotiating; Cultural differences; Body language; Legal matters;
Numeracy and finance; Personal characteristics of the good
negotiator; Summary
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9
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Resources
Cultural differences; Training films; Books; Journals; A plethora
of techniques; Summary
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10
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Ten
Steps to Making Negotiating Work
Preparation; Communicate clearly; Look the part; Respect the
people; Aim high; Get their shopping list; Keep searching
for variables; Utilize the techniques; Manage and control
the process; Be ever on your guard; In the beginning.
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