1wo
A01=Paul T Steele
A01=Tom Beasor
advanced negotiation process steps
ASES
Author_Paul T Steele
Author_Tom Beasor
bargaining strategies
behaviour
CAL
Category=KJN
change
Change Floors
Closed Questions
Clue
commercial negotiation skills
conflict resolution techniques
contract
Corporate Development
Credible Purchasing
deal closure methods
difficult
Difficult Scenarios
Encountered
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
expert
Expert Negotiator
Face To Face
Fact
floors
Follow
Hold
interpersonal communication tactics
Key Words
longer
Longer Contract Period
Mr Nice
negotiation planning frameworks
negotiator
Our
Payment
period
rW
Scenario
scenarios
Strategic Long Term Relationship
Straw Issues
Viewpoint
Product details
- ISBN 9780566080722
- Weight: 476g
- Dimensions: 174 x 246mm
- Publication Date: 28 May 1999
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Paperback
Secure
checkout
Fast Shipping
Easy returns
Getting to grips with negotiation quickly is straightforward and easy with this practical guide. Written in simple language, with a host of practical exercises to support the text, it is designed for any negotiator who wants to develop their knowledge, increase confidence and develop skills. Starting by demonstrating the importance negotiation plays in both commercial and interpersonal relationships, Business Negotiation then takes the reader through 20 developmental steps which cover: objective setting and planning; the first phases of negotiation; managing movement; and completing the deal. Each step features a knowledge and skill building exercise, tips and techniques including: ¢ Example scripts ¢ Negotiation tactics ¢ Practical exercises ¢ Dilemmas and suggested solutions ¢ Key points. In a highly interactive style, this book provides a learning route to skilled negotiation. Written by experts in the field of negotiation, it gives a clear picture of all aspects of the subject and arms the reader with a wealth of ideas and examples for their next negotiation.
Paul T. Steele and Tom Beasor are negotiators of long experience who have all too often seen a negotiator talk at the wrong moment, miss opportunities, or ruin a promising situation by taking the wrong approach. A major influence in the design of this book has been their experience in running over 1000 seminars and conferences on negotiation all over the world. Apart from extensive lecturing experience, they have also worked as consultants for many organizations in both the public and private sectors. They are directors of PMMS Consulting Group, and Paul has written two highly acclaimed books - It’s a Deal and Profitable Purchasing Strategies. Their work regularly takes them overseas to the USA, Russia, Japan and the Far East, leading teams and/or troubleshooting on a wide variety of business problems.
