| The
Management Guide to Negotiating |
| By
Kate Keenan |
| |
| Extracts
from the book |
|
| |
| Give
and take |
| Negotiation
provides a framework in which issues can be discussed and explored, compromise
achieved, and needs fulfilled. It is the process of trying to get what you want
while enabling other people to get what they want. |
| |
| Interrogate |
| People
who are skilled at negotiation tend to ask more questions than average. In fact,
they will often start negotiating over the number of questions. Asking questions
gives you time to think and acts as an excellent alternative to disagreement.
|
| |
| Consider
your options |
| If
you agree too readily to something, you will always feel you might have done better.
Taking time to consider what has been suggested prevents you from acting on impulse
and possibly getting locked into a position from which it could be difficult to
extricate yourself at a later stage. |
| |
| Be
positive |
| Many
people enter negotiation with the attitude that everyone else is probably going
to behave badly, so one more will not make any difference. But having the right
attitude is vital if you are going to end up with a good deal. |
| |
| Reviews |
|
| |
| Compact,
concise and refreshingly free of jargon, the Pocket Manager Management Guides
have the potential to reviatalise any business, even if it's a successful one. |
| Books
Magazine |
| |
| Written
by a chartered psychologist, the series is designed mainly for those running small
businesses and professional firms, but also relevant to those running homes and
families. |
| Business
Informer |
| |
| Especially
for people who have neither the time nor the inclination for ploughing through
the normal tomes... |
| The
Daily Telegraph |
| |
| Table
of Contents |
|
Negotiating
1. The Need for Negotiating
2. Understanding Negotiating
3. Preparing
4. Negotiating the Deal
5. Troubleshooting
6. Your Attitude to Negotiation
Check
List for Negotiating The
Benefits of Negotiating Glossary |
| |
