Chapter 18. Tips on negotiation
Five questions that will prepare your negotiation position
Nine rules for the actual negotiations
Group negotiation
Common situations when negotiating
How professional buyers buy
‘Seek first to understand, then to be understood.’ | ||
| --Stephen Covey (b. 1932), business writer | ||
We should begin with the cardinal rule of negotiation ...
If you can avoid negotiating, do
Because the strongest agreements are more usually reached by consensus, than by conflict. Negotiations can consume a lot of time, money and goodwill.
Prospects frequently ask questions that are invitations to negotiate and the trick to responding is to avoid getting dragged into the detail. This is because the process of breaking down your service into its constituent ...
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