Negotiate to Succeed

Negotiate to Succeed

by Julie Lewthwaite


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Modern business relies on the ability to reach mutually beneficial agreements. You need the skills to plan, deliver and follow through on negotiations.

This book provides accessible, practical guidance and techniques for negotiating, including:

Useful skills for the negotiator
Dealing with "people issues"
Negotiation in practice.
Written in a straightforward, non-academic manner, this book provides tips and techniques in a clear, easy-to-use checklist format designed for the busy manager.

Product Details

ISBN-13: 9781854181534
Publisher: Thorogood
Publication date: 03/28/2000
Pages: 182
Product dimensions: 6.25(w) x 9.25(h) x 0.67(d)

About the Author

Julie Lewthwaite is a senior consultant at Project North East, a local enterprise and economic development agency. She is involved in the design and development of training materials for prospective and actual owner-managers and for supervisors and managers who wish to develop their skills.

Table of Contents

Successful negotiation
Useful skills for the negotiator
First steps in negotiation
Approaches to negotiation
Creative bargaining
Dealing with pressure
People issues
Relational influence and power
Negotiating with integrity
Negotiating globally
Using an advocate
Dealing with conflict
Assertiveness skills
Negotiation in practice
Tendering for contracts
Staff relations
Industrial tribunals
Getting payment from your customers
Further reading
Useful addresses

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