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Negotiating skills for managers /
Explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching pers...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York, N.Y. :
McGraw-Hill Education,
[2002]
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| Edición: | First edition. |
| Colección: | McGraw-Hill's AccessEngineering.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 010 | |z 2001051309 | ||
| 020 | |a 9780071387576 (print-ISBN) | ||
| 020 | |a 0071387579 (print-ISBN) | ||
| 020 | |a 9780071415453 (e-ISBN) | ||
| 020 | |a 0071415459 (e-ISBN) | ||
| 035 | |a (OCoLC)50825575 | ||
| 040 | |a IN-ChSCO |b eng |e rda | ||
| 041 | 0 | |a eng | |
| 050 | 4 | |a HD58.6 | |
| 082 | 0 | 4 | |a 658.4/052 |2 23 |
| 100 | 1 | |a Cohen, Steven P., |e author. | |
| 245 | 1 | 0 | |a Negotiating skills for managers / |c Steven P. Cohen. |
| 250 | |a First edition. | ||
| 264 | 1 | |a New York, N.Y. : |b McGraw-Hill Education, |c [2002] | |
| 264 | 4 | |c ?2002 | |
| 300 | |a 1 online resource (xv, 200 pages) : |b illustrations. | ||
| 336 | |a text |2 rdacontent | ||
| 337 | |a computer |2 rdamedia | ||
| 338 | |a online resource |2 rdacarrier | ||
| 490 | 1 | |a McGraw-Hill's AccessEngineering | |
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Competitive Versus Collaborative Decision Making -- What Negotiation Is Not -- Types of Negotiation -- Investigating Your Interests -- What Differences Does It Make to Distinguish Between Interests and Positions? -- How Do You Deal with Positional Bargainers? -- Is Money Really the Interest? -- Primary (Fundamental) and Secondary (Derivative) Interests -- Looking Beyond Our Personal Interests -- The Three C's of Interests -- When Interests Conflict -- BATNA--Choosing Whether to Walk Away -- Making Choices -- Balance of Power -- Understanding Our BATNA Offers Choices -- What Is Our Walking-in BATNA? -- Does BATNA Ever Change? -- BATNA Is Not the Bottom Line -- Elements of BATNAs -- Strengthening and Weakening BATNAs -- Are We Ready? Inoculation Protects the Parties -- Substantive Inoculation: Knowing the Subject -- In Negotiation, the Past Has No Future -- Selling the Product to the Salesperson -- Goals of Inoculation -- Inoculation as a Tool for Improving Your BATNA -- What Information Do We Need About Ourselves? -- What Information Do We Need About Other Parties? -- Preparing for Negotiation on Your Own -- Active Listening -- Inoculation Includes Process as Well as Substance -- Internal and External Inoculation -- The Bottom Line -- When Inoculation Is Impossible -- Preparation Part One: Stakeholders, Constituents, and Interests -- Shooting from the Hip -- Unplanned Negotiations -- Surprises -- What Does Preparation Mean? -- Looking Inside Yourself -- Understanding the Subject Matter -- Internal Negotiation. | |
| 520 | 3 | |a Explains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, this work reveals steps for reaching personal and organizational objectives in negotiation. | |
| 530 | |a Also available in print edition. | ||
| 533 | |a Electronic reproduction. |b New York, N.Y. : |c McGraw Hill, |d 2002. |n Mode of access: World Wide Web. |n System requirements: Web browser. |n Access may be restricted to users at subscribing institutions. | ||
| 538 | |a Mode of access: Internet via World Wide Web. | ||
| 546 | |a In English. | ||
| 588 | |a Description based on cover image and table of contents, viewed on Sep. 21, 2015. | ||
| 650 | 0 | |a Negotiation in business. | |
| 655 | 0 | |a Electronic books. | |
| 776 | 0 | |i Print version: |t Negotiating skills for managers. |b First edition. |d New York, N.Y. : McGraw-Hill Education, 2002 |w (OCoLC)48628476 | |
| 830 | 0 | |a McGraw-Hill's AccessEngineering. | |
| 856 | 4 | 0 | |u https://accessengineeringlibrary.uam.elogim.com/content/book/9780071387576 |z Texto completo |