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Chapter Two Establishing Your Negotiation Objectives
Chapter Three Analyzing Your Opponents Position
Chapter Four Crucial Communication Skills
13 other sections not shown
accept advantage adversary agree alternatives and/or approach arguments attempt avoid bargaining table best deal better bluff boss break off negotiations buyer concessions contract convince cop/bad cop costs counter counter-offer counterpart course credibility deadline delivery discussion example experts fact factors final flexible response folks face Furthermore getting give goals happens hardball important incentive initial offer instance issues justify keep look lowball Megacorp ment move negotiation meetings negotiation objective negotiation position negotiation process negotiation session negotiation table negotiation team negotiations begin negotiator's Nevertheless non-negotiable obvious opponent opponent's option party performance person play ploy posi possible potential power play pre-negotiation prepared price objection problem proposal provisions questions reach agreement reason require response result side side's someone sort splitting the difference stonewalling success supplier sure tactics talking there's things threat tion you're negotiating