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The leader's guide to negotiation : how to use soft skills to get hard results /
PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee. The Leader's Guide to Negotiation is a highly practical guide to getting the mos...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
New York : Pearson Education,
2016.
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| Edición: | First edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Cover
- Half Title Page
- Title Page
- Copyright Page
- Contents
- About the author
- Foreword
- part 1 Introduction
- 1 Negotiation fundamentals
- 2 The strong win-win principles
- part 2 Prepare!
- 3 Your win
- 4 Their win
- 5 Multi-party negotiations
- 6 Preparing yourself
- 7 Develop your Plan B
- part 3 Negotiation psychology
- 8 Rapport
- 9 Credibility
- 10 Rapport vs credibility
- 11 Increasing your power
- 12 Turn them into a win-win fanatic
- 13 Channel their self-interest
- 14 Dealing with difficult people
- part 4 Solving the problem
- 15 Problem-solving
- 16 Communication
- 17 Deadlock
- 18 Concessions
- 19 Dealing with dirty tricks
- part 5 Trust
- 20 Seek to trust
- 21 How to tell if you can trust them
- 22 Increase their trustworthi-ness
- 23 What to do if you really cannot trust them at all
- Afterword
- Further reading
- Index