Overview

With so much of modern business and enterprise relying on the ability to reach mutually beneficial agreements, the so called ‘win-win’ situation, the modern manager needs to be able to plan, deliver and follow through on critical negotiations.

This book provides the core skills needed to succeed and:

• Focuses on all aspects of negotiations at the senior level
• Provides a framework for effective action
• Develops negotiating skills to an advanced level, showing managers how to achieve the best possible agreement and how to make sure it lasts.

Content

1 Alternative approaches to negotiation
2 Mastering the planning stage
3 Mastering competitive negotiations
4 Mastering co-operative negotiations
5 Mastering persuasion
6 Mastering power in negotiation
7 Mastering commonly made mistakes in negotiation
8 Mastering non-verbal behaviour
9 Dealing with problems in a negotiation
10 Summary checklists
Bibliography

The author

Eric Evans is an internationally experienced seminar presenter and author. Prior to establishing his own consultancy practice, he was executive consultant with Ernst & Young and Price Waterhouse. A former Supplies and Commercial Manager with Dunlop, he has wide experience in the public and private sectors and is now an active consultant in both the UK and overseas, specialising in purchasing and commercial projects, especially involving negotiation skills.

Business Library

The Thorogood Business Library

This publication is part of The Thorogood Business Book Library a collection of specially selected business publications, which can start or enhance a businesses own library or supply whole teams with expert reading on their areas of discipline.

This compilation of publications is a balanced blend of all the disciplines which managers in every organisation need to have: finance, people skills, leadership, strategy, PR and sales and marketing.

The full retail price for all these books is £352, but the Thorogood Business Library can be purchased at less than HALF this price for £158.40 if booking via the website (excluding delivery @ £25).

The Exceptional Benefits

• Cheaper than Amazon!
• One purchase, one delivery, hassle free
• Great authors under one collection

View the library.