Ten Golden Rules for Successful Negotiation

Alan McCarthy and Steve Hay

Chapter Chapter 5 in Advanced Negotiation Techniques, 2015, pp 41-56 from Springer

Abstract: Abstract The guidelines covered in this chapter identify the techniques available to control and influence events to your own advantage. They also provide a good defense against aggressive negotiators, thereby producing better agreements with fewer expensive concessions. Everyone feels they know how to negotiate, just as everyone knows how to kick a soccer ball. But try explaining the off-side rule in soccer to a beginner and compare that with understanding the subtleties of defensive negotiation. It is then that the need for clear rules becomes more important. We’ll start by simply listing the ten golden rules, and then we’ll explain each one in turn.

Keywords: Account Manager; Golden Rule; List Price; Truck Driver; Italian Company (search for similar items in EconPapers)
Date: 2015
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0850-2_5

Ordering information: This item can be ordered from
http://www.springer.com/9781484208502

DOI: 10.1007/978-1-4842-0850-2_5

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().