Asserting Yourself
Handling Stress
Making Time
Managing Yourself
Running Meetings
Selecting People
Understanding Behaviour
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.
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.

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

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


Author: Kate Keenan
Format: 64 pages, pb
Published: Sept 1999
Price: £2.99
ISBN-10 & ISBN-13: 1-902825-78-0
About the author
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Table of contents
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