SEVEN STRATEGIES FOR MORE EFFECTIVE NEGOTIATING

The article presents seven strategies for negotiating effectively with a client or prospect: plan the strategy ahead of time, watch body language, do not make money the only issue, try to have the other side make the first offer, be willing to walk away from a negotiation at any time, maintain a long-term perspective, and get training in the art of negotiation.

• Availability:
  • Find a library where document is available. Order URL: http://worldcat.org/issn/0742597X
• Corporate Authors:

  American Society of Civil Engineers

  345 East 47th Street
  New York, NY  United States  10017-2398
• Authors:
  • Hensey, M
• Publication Date: 1998-7

Language

• English

Media Info

• Pagination: p. 13
• Serial:
  • Journal of Management in Engineering
  • Volume: 14
  • Issue Number: 4
  • Publisher: American Society of Civil Engineers
  • ISSN: 0742-597X
  • Serial URL: http://ascelibrary.org/loi/jmenea

Subject/Index Terms

• TRT Terms: Guidelines; Labor negotiations; Planning; Strategic planning; Training
• Subject Areas: Administration and Management; Education and Training; Highways; Planning and Forecasting; I10: Economics and Administration;

Filing Info

• Accession Number: 00751337
• Record Type: Publication
• Contract Numbers: 41527
• Files: TRIS
• Created Date: Jul 28 1998 12:00AM