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Successful Negotiation : Effective "Win-Win" Strategies and Tactics.
| Clasificación: | Libro Electrónico |
|---|---|
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Menlo Park :
Crisp Publications, Incorporated,
Dec. 1995.
|
| Edición: | 3rd ed., revised. |
| Colección: | Fifty-Minute series.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- ""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""CONTENTS""; ""PREFACE""; ""TO THE READER""; ""WHAT IS NEGOTIATION?""; ""YOUR IDEAS""; ""NEGOTIATION�SOME PRACTICAL DEFINITIONS""; ""IDENTIFYING OPPORTUNITIES FOR NEGOTIATION""; ""MY REACTION TO DISAGREEMENT AND CONFLICT""; ""DEVELOP A WIN/WIN PHILOSOPHY OF NEGOTIATION""; ""THE GIVE/GET PRINCIPLE OF NEGOTIATING""; ""CHARACTERISTICS OF A SUCCESSFUL NEGOTIATOR""; ""THE SIX BASIC STEPS IN NEGOTIATING""; ""STEP1 -GETTING TO KNOW ONE ANOTHER""; ""STEP 2 -STATEMENT OF GOALS AND OBJECTIVES""; ""STEP 3 -STARTING THE PROCESS""
- ""STEP 4 -EXPRESSIONS OF DISAGREEMENT AND CONFLICT""""STEP 5 �REASSESSMENT AND COMPROMISE""; ""STEP 6 -AGREEMENT IN PRINCIPLE OR SETTLEMENT""; ""THE SIX BASIC STEPS IN NEGOTIATING�A REVIEW""; ""READING REVIEW""; ""PLANNING AND PREPARING FOR NEGOTIATION""; ""1. WHERE TO START PLANNING""; ""2. WHERE TO GET INFORMATION""; ""3. DEVELOP A TIME PERSPECTIVE""; ""4. IDENTIFY SOURCES OF POWER""; ""BUYING AND SELLING""; ""HIGH EXPECTATIONS ARE HEALTHY""; ""WHY IS TONY EARNING MORE THAN JOE?""; ""NEGOTIATING STRATEGIES AND TACTICS""; ""JANE AND BILL BUY A HOUSE""; ""EIGHT CRITICAL MISTAKES""
- ""ACCEPTANCE TIME AND POST NEGOTIATION REVIEW""""ACCEPTANCE TIME""; ""POST NEGOTIATION REVIEW""; ""NEGOTIATOR�S GUIDE TO PREPARATION""; ""READING REVIEW""; ""ANSWERS TO EXERCISE ON PAGE 59:""; ""MY PERSONAL ACTION PLAN""; ""VOLUNTARY CONTRACT*""; ""AUTHOR�S ANSWERS TO THE CASE STUDIES""; ""CASE 1 BUYING AND SELLING""; ""CASE 2 WHY IS TONY EARNING MORE THAN JOE?""; ""APPENDIX A MANAGING CONFLICT DURING NEGOTIATION""; ""CONFLICT RESOLUTION STYLES""; ""APPENDIX B NEGOTIATING A STARTING SALARY�AN EXAMPLE OF THE PRACTICAL APPLICATION OF NEGOTIATING PRINCIPLES""; ""POSSIBLE PERKS""