The streetsmart negotiator : how to outwit, outmaneuver, and outlast your opponents / Harry Mills.

Format:

Book

Author/Creator:

Mills, Harry, 1950-

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (207 p.)

Edition:

1st ed.

Place of Publication:

New York : AMACOM, c2005.

Language Note:

English

Summary:

To win at the game of business, you've got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world's top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. You'll learn how to:* plan an agenda * analyze the other party * avoid falling for typical persuasion tactics* counter negative moves* package proposals that generate movement* effectively exchange concessions * close the toughest of deals.Featuring a proven seven-step model of real-world negotiation strategies, this stra

Contents:

Preliminaries; CONTENTS; Introduction; One The Seven Steps to Agreement; Two Step 1-Ready Yourself; Three Step 2 Explore Needs; Four Step 3 Signal For Movement; Five Step 4-Probe With Proposals; Six Step 5 Exchange Concessions; Seven Step 6 Close the Deal; Eight Step 7 Tie Up The Loose Ends; Nine Winning Tactics; Ten Persuasion Traps; Eleven Electronic Bargaining; Twelve Plan for Success; Appendix A Assess Your Bargaining Style; Appendix B Checklist of Body Language Gestures; Model; Notes; Index; About the Author

Notes:

Description based upon print version of record.

Includes bibliographical references (p. [185]-187) and index.

ISBN:

1-281-12682-9

9786611126827

0-8144-2875-4

OCLC:

475962839