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Negotiating success : tips and tools for building rapport and dissolving conflict while still getting what you want /
"How to execute win-win negotiations every time, in business and in life Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional nego...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2014]
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want; Contents; Introduction; I: The People in the Process; 1 Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T.; Mutuality; Proactivity; R.E.S.P.E.C.T; Mutuality, Proactivity, and R.E.S.P.E.C.T. Summary; 2 Reviewing Human Fundamentals; False Self and True Self; Centricities; Reviewing Human Fundamentals Summary; 3 Expanding Emotional Intelligence; Self-Awareness; Self-Management; Social Awareness; Managing Relationships; Expanding Emotional Intelligence Summary; Case Study.
- 4 Working with Negotiating StylesDoer-Task-Oriented; Thinker-Task-Oriented; Talker-People-Oriented; Guardian-People-Oriented; Working with Negotiating Styles Summary; Unfolding Case Study; 5 Integrating Six Principles of Ethical Influence; The Principle of Reciprocity; The Principle of Liking; The Principle of Social Proof; The Principle of Authority; The Principle of Consistency; The Principle of Scarcity; Integrating the Six Principles of Influence Summary; 6 Dissolving Conflict; Code of Conduct; Conflict Escalation; Conflict De-Escalation; Dissolving Conflict Summary.
- 7 Presenting Your CaseWhy People Buy; Image, Productivity, and/or Profitability; Numb-Pain-Ready to Act; Reception Challenges; Doer as Presenter; Thinker as Presenter; Talker as Presenter; Guardian as Presenter; Summary of Behavior Styles as Presenters; Setting Direction-4 A's; Summary of Behavioral Styles 4 A's Satisfaction Points; Using Your Voice-The 6 P's; Competence and Confidence; Composed Beginning; Strong Stride; Leader's Stance; Breathe; Eye Connection; Expressive Face; Body Language and Gestures; Presenting Your Case Summary; II: The Negotiating Process.
- 8 Understanding Negotiation FundamentalsNegotiation Fundamentals; Assumptions; Information Is Power; Disclosure Establishes Trust; Overly Competitive = Lose-Lose; Trading Value-Concessions; Creative Thinking; Understanding Negotiation Fundamentals Summary; 9 Creating Range and Alternatives; Wish; Starting Point; Who Names the Number First?; Bottom Line; BATNA-Best Alternative to a Negotiated Agreement; WATNA-Worst Alternative to a Negotiated Agreement; Creating Range and Alternatives Summary; 10 Concretizing "Why," "What," and "How"; Why, What, and How; Concretizing Why, What, and How Summary.
- 11 Preparing for Your SessionUniting Your Team; Preparing for Your Session Summary; 12 Discovering All Sides; Discovery Phase; Skills for Use in Discovery; Discovery Phase Summary; 13 Checking In Before Moving On; Check-in Phase; Check In Before Moving On Summary; 14 Trading for Mutual Gain; Trade Phase; Trading for Mutual Gain Summary; 15 Evaluating for Improvement; Evaluate Phase; Evaluating for Improvement Summary; 16 Disposing of Tactics; Exposing Tactics; The Use of Tactics; Disposing of Tactics Summary; 17 Practicing for Life; Appendix; Index.