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Advanced negotiation techniques /
Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource Devel...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
[California] :
Apress,
2015.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Introduction; Chapter 1: Our Philosophy of Negotiation; A Definition of Negotiation; A Little Bit of Theory; Chapter 2: Strategies for Resolving Conflict; Negotiating Is Not Haggling; Chapter 3: Our Four Negotiation Mantras; Mantra 1: Negotiation Is Perceptual, Not Factual; Mantra 2: Clear Yourself of Emotion and Be Pragmatic; Mantra 3: Negotiation Is Cooperative, Not Competitive; Mantra 4: Rapport First, Understanding Second; Chapter 4: Overview of the Five Phases of Negotiation; Phase 1: Plan; What's the Alternative?; Competitor Analysis; Due Diligence; Information; The Agenda.
- Phase 2: DiscussPhase 3: Propose; This Is Not the Same as a Sales Proposal; What Is Meant by Propose in a Negotiation; Phase 4: Trade; Phase 5: Agree and Confirm; Commitment and Documentation; Chapter 5: Ten Golden Rules for Successful Negotiation; 1: Don't Negotiate Unless You Need To; 2: Never Negotiate with Yourself; 3: Never Accept the First Offer; 4: Never Make the First Offer If You Can Help It; 5: Listen More and Talk Less; 6: There are no Free Gifts; 7: Always Isolate Cost, Price, and Value; 8: Watch Out for the Salami Effect; 9: Never Make a Quick Deal.
- 10: Never Disclose Your Bottom LineSummary of the Ten Golden Rules; Chapter 6: Negotiation Planning in Practice; Chapter 7: The RDC Ten-Point Plan; Plan Point 1: What Is the Reason for the Conflict?; Plan Point 2: What Are the Interests Around These Issues?; Plan Point 3: Analysis of Wants and Needs; Maslow's Hierarchy of Needs; Plan Point 4: Recognition of Common Ground; Plan Point 5: Who Has More Power?; Plan Point 6: Questions to Ask; Plan Point 7: Corral the Information You Have; Plan Point 8: Negotiation Team Roles; Four Team Roles; Leader; Summarizer; Observer; Supporter.
- Different Types of NegotiationSimilarities and Lessons to Learn; Kidnap for Money; Conclusions on the Hostage Perspective; Chapter 13: Diplomatic Negotiation Perspective; Chapter 14: The Physical Arrangements; Chapter 15: Strategic Framework for Negotiation; Reflective Practice and Coaching in Negotiation; A Common Vocabulary; The Virtual Coach; Chapter 16: Summary and Conclusion; Appendix A: Negotiating Styles; Appendix B: Negotiation Influence Behaviors; Index; About the Authors; Other Apress Business Titles You Will Find Useful.