Seal the Deal: 130 Surefire Negotiating StrategiesW. W. Norton & Company, 2004 - 160 páginas An indispensable tool for anyone who ever has to negotiate, haggle, or bargain, Seal the Deal teaches you the real art of the deal in only one hour. These 130 proven negotiating tips, tactics, and strategies work equally well in a rug bazaar, a car showroom, a lawyer's office, or a corporate boardroom. You'll learn when to cooperate, when to flee, when to parry and stall for time--and when to attack. This book is designed for fast reference and maximum utility, with tactics keyed by graphics that indicate friendly, neutral, or hardball. It moves from overall negotiating psychology to maneuvers suited for short, protracted, stalled, and professional negotiations, to countering an opponent's dirty tricks. Once you've used Seal the Deal, you'll wonder how you ever got along without it. Originally published as The Haggler's Handbook. |
Contenido
Read and Remember | 1 |
Look at Yourself | 2 |
Knowledge Is Power | 3 |
Remember Its Just a Game | 4 |
Hold Your Horses | 5 |
Push Push Push | 6 |
Take a Chance | 7 |
Its Okay to | 8 |
Watch Your Back | 12 |
Think | 13 |
Be Believable | 14 |
Prioritize Needs and Desires | 15 |
Know Your Bottom Line | 16 |
Hide Your Bottom Line | 17 |
Change with the Changes | 18 |
Use Your People Resources | 19 |
Think Im on Stage | 9 |
Do More Research | 10 |
Create Intimacy | 11 |
Rehearse Possible Scenarios | 20 |
Términos y frases comunes
accept agent agree agreement asking questions bad cop Beware boss bring bureaucracy car dealership CHAPTER clerk complex negotiations concession contract deadline demand Dirty Tactics discussion DIVIDE AND CONQUER emotional everything example friends gambit Give your opponent goals going HANG TOUGH ideas important insist interest intimidated INVOLVE YOUR OPPONENT issues KEEP YOUR COOL lawyer let your opponent look memo ment nent Never let offer oppo opponent feel opponent know opponent's objections opponent's tactic options person ploy posi position prepare Psychology PUSH refuse renegotiate SAY YES SEAL THE DEAL selling settle settlement side side's situation someone Sometimes speak strategy sure Tell your opponent there's things threat tion tough trust trust your opponent understand VARY YOUR APPROACHES walk washing machine Watch What's who's write