The streetsmart negotiator : how to outwit, outmaneuver, and outlast your opponents /

To win at the game of business, you've got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world's top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. Featuring a pr...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Mills, Harry, 1950-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, ©2005.
Temas:
Negotiation in business.
Négociations (Affaires)
Negotiation in business
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover
  • TOC36;Contents
  • Acknowledgments
  • Introduction
  • CH36;One58; The Seven Steps to Agreement
  • The Seven Step RESPECT Formula
  • What is Negotiation
  • The Bargaining Range
  • CH36;Two58; Step 18212;Ready Yourself
  • Use Your BATNA to Create Leverage
  • Identify Interests
  • List44; Rank44; and Value the Issues
  • Plan Your Agenda
  • Determine Your Authority
  • Plan Your First Offer
  • Pick Your Team
  • Devise Your Time Plan
  • Analyze the Other Party
  • Plan Your Strategy
  • Assess Your Appetite for Risk
  • Manage Your Risks
  • Strive for Fairness
  • Beware of Deception
  • Uncover Deceit
  • Guard Your Reputation
  • CH36;Three58; Step 28212;Explore Needs
  • Establish Your Credibility
  • Communicate Your Position
  • Create a Positive Nonverbal Climate
  • Influence with Questions
  • Listen to Advantage
  • Use Persuasive Language
  • Words That Sell
  • Use Silence for Advantage
  • Translate the Meta45;Talk
  • CH36;Four58; Step 38212;Signal For Movement
  • How to Signal
  • CH36;Five58; Step 48212;Probe With Proposals
  • Use Proposals to Generate Movement
  • Package Your Proposals
  • CH36;Six58; Step 58212;Exchange Concessions
  • Trade for Advantage
  • Open First63;
  • Open High63;
  • Beware the Gender Trap
  • Slicing the Pie
  • Enlarging the Pie
  • Build Momentum
  • CH36;Seven58; Step 68212;Close the Deal
  • Manage the Tension
  • When to Close
  • The Summary Close
  • Two More Proven Closes
  • Consider Contingent Contracts
  • CH36;Eight58; Step 78212;Tie Up The Loose Ends
  • Verify What Has Been Agreed
  • Review Your Performance
  • CH36;Nine58; Winning Tactics
  • Choose Your Tactics
  • Nibble
  • Add45;On
  • Lack of Authority
  • Take It or Leave It
  • Escalation
  • The Budget Limitation
  • Good Guy44; Bad Guy
  • Outrageous Initial Demand
  • Chicken
  • Reverse Auction
  • CH36;Ten58; Persuasion Traps
  • Smart Negotiator44; Dumb Deal
  • Trap 158; Over45;Confidence44; Ego44; Hubris
  • Trap 258; Loss Aversion
  • Trap 358; Plunging In
  • Trap 458; Anchoring
  • Trap 558; Myopia
  • Trap 658; Frame Blindness
  • Trap 758; Focusing on Vivid Events
  • Trap 858; Number Blindness
  • Trap 958; Irrational Commitment
  • Trap 1058; Win45;Lose Mindset
  • Trap 1158; The Lemming Effect
  • Trap 1258; The Winners Curse
  • CH36;Eleven58; Electronic Bargaining
  • Bargaining on the Telephone
  • Negotiating by E45;Mail
  • CH36;Twelve58; Plan for Success
  • How to Plan a Negotiation
  • The Mills One45;Page Planner
  • Appendixes
  • Appendix A46; Assess Your Bargaining Style
  • Appendix B46; Checklist of Body Language Gestures
  • Appendix C46; Checkpoints58; Steps 1 to 78212;The RESPECT Model
  • Appendix D46; Recommendations for Further Reading
  • Notes
  • IDX36;Index
  • About the Author
  • Last Page.

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