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Table Of Contents

Acknowledgment
Author's BiogrAphy
the hArvArd method
chApter 1
progressive Negotiation tactics
The Win-Win Concept
Being Fair
Being Reasonable
Being reasonaBle
Be Realistic
Be realistic
Why Negotiation is an Important Business Skill
Why negotiation is an important Business skill
KNoWINg YouR goalS aNd oBjeCTIveS
goal Setting in Negotiation
goal setting in negotiation
goals versus objectives
Top TaCTICS FoR NegoTIaTIoN
Win-Win, Revisited
Be the First to offer
The Barter System
Never Name the price
never name the price
Responding to discount Requests
Know Your Competitors
Negotiation Skills
The 4 phases of a Negotiation
The 3 Characteristics of a Negotiation
The Critical Factors
Two Types of approaches
The Spirit of the deal
opening Negotiations
listen, anticipate and Compromise
avoid Confrontation
The use of Concessions
Negotiating dilemmas
doing Your Homework
Commercial Intelligence
What is Involve when Negotiating a Real estate purchase?
How to use Negotiating Skills
Strong Negotiating Skills
How to practice Negotiation Skills
How to put Your Negotiating Skills to Work for Your Business
How to Find Negotiating Skills You Can Really use
How to Make Negotiating a Habit
How to avoid Negotiating Too Much
Choosing your Words when Negotiating
How to use Body language When Negotiating
How to use eye Contact When Negotiating
Controlling Conflicts during Negotiations
Controlling Your own Behavior during Negotiations
When to use a Contract during Real estate Negotiations
When to use a verbal agreement in Negotiations
Why Managers Need Negotiation Skills
Retail Managers and Negotiation
How to Negotiate Without Compromising Your Beliefs
How to Negotiate with Managers
How to Negotiate with Someone Who owes You Money
How to Negotiate Bill paying
How to Negotiate a promotion
The art of Negotiating
How to avoid Raising Your voice When Negotiating
How to Become a leader with Better Negotiation Skills
How to get people to do What You Want
Simple Conflict Resolution with Negotiation
avoiding Fights with Coworkers
Making Negotiation Work for Your Career
The Top Three Negotiation Skills every Manager Must Have
Why Negotiate at Work?
How to Negotiate a debt
Becoming a Better Negotiator
How to Negotiate Your Interest Rates on a Mortgage
How to Negotiate with Your Creditor
How to Negotiate a job offer
Negotiating with Sales associates
How to Negotiate with Your landlord
Negotiating with Family
about labor Negotiation
Negotiating for a New Car
chApter 3
Negotiation tips
don’t Negotiate When You are Not Ready
5 Mistakes people Make When Negotiating
Negotiation: Basic Strategies
Basic Steps for Successful Negotiating
Sun Tzu and the art of Winning Negotiations
8 Ways to Create opportunities for Win-Win Negotiations
good Negotiation Skills and Your Business Success
Buy It Now prices: Your Ticket to Business Success
Handling Hagglers
positive Negativity
Better Relationships, Better deals
Choosing Your Best Communication Style
Two essential Negotiation Tips for the Commercial Real estate Investor
The 4 Types of Negotiating outcomes
8 Ways to Negotiate a Real estate Contract
chApter 4
Summary of the harvard Method of principled Negotiations
Theory Building at Harvard
P. 1
The Power of Negotiation

The Power of Negotiation

Ratings: (0)|Views: 783|Likes:
Published by iUniverseBooks
When you become a better negotiator, you’ll earn more money, help your company achieve its goals and enjoy a more fulfilling personal life.

Author Dell Wright, a successful CEO, provides the sharp focus you need to enhance your negotiation skills. With his guidance, you’ll engage in real negotiation, and learn the strategies you need to turn a “no” into a “yes.” It starts with recognizing The Power of Negotiation.

Get ready to discover how to


apply the “principled negotiation” method, developed at Harvard University;
avoid the five mistakes that people make when negotiating;
recognize the four types of negotiating outcomes.


Focus on the most important guideline of negotiation: to be fair. It’s imperative that you ensure fairness so that each side comes out with a “win.” What’s the use to negotiating or being a negotiator if you only intend to benefit yourself?

Regardless of what you do for a living, you need to negotiate to get what you want while also helping others. The strategies in this guidebook provide the help and confidence you need to be a better negotiator.
When you become a better negotiator, you’ll earn more money, help your company achieve its goals and enjoy a more fulfilling personal life.

Author Dell Wright, a successful CEO, provides the sharp focus you need to enhance your negotiation skills. With his guidance, you’ll engage in real negotiation, and learn the strategies you need to turn a “no” into a “yes.” It starts with recognizing The Power of Negotiation.

Get ready to discover how to


apply the “principled negotiation” method, developed at Harvard University;
avoid the five mistakes that people make when negotiating;
recognize the four types of negotiating outcomes.


Focus on the most important guideline of negotiation: to be fair. It’s imperative that you ensure fairness so that each side comes out with a “win.” What’s the use to negotiating or being a negotiator if you only intend to benefit yourself?

Regardless of what you do for a living, you need to negotiate to get what you want while also helping others. The strategies in this guidebook provide the help and confidence you need to be a better negotiator.

More info:

Publish date: May 30, 2012
Added to Scribd: Aug 30, 2012
Copyright:Traditional Copyright: All rights reservedISBN:9781469781914
List Price: $3.99 Buy Now

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09/17/2013

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