Todos n s negociamos diariamente. N s negociamos com nossos c njuges, filhos, pais e amigos. Negociamos quando alugamos um apartamento, compramos um carro, uma casa e at mesmo quando nos candidatamos a um novo emprego. Sua capacidade de negociar pode at ser o fator mais importante na progress o da sua carreira.
A negocia o tamb m a chave para o sucesso do neg cio. Nenhuma organiza o pode sobreviver sem contratos que geram lucros. A um n vel estrat gico, as empresas est o preocupadas com a cria o de valor e em alcan ar uma vantagem competitiva. Mas o sucesso das estrat gias de neg cios de alto n vel depende de contratos fechados com fornecedores, clientes e outras partes interessadas. A capacidade de contrata o-a capacidade de negociar e executar contratos bem sucedidos- a fun o mais importante em qualquer organiza o.
Este livro foi desenvolvido para ajud -lo a alcan ar o sucesso em suas negocia es pessoais e transa es de neg cios. O livro nico em duas maneiras. Primeiro, o livro n o s abrange os conceitos de negocia o, como tamb m oferece a es pr ticas que voc pode aplicar em futuras negocia es. Isso inclui uma Lista de Verifica o de Planejamento de Negocia o e um exemplo completo da lista de verifica o para o seu uso em futuras negocia es.
O livro tamb m inclui (1) uma ferramenta que voc pode usar para avaliar o seu estilo de negocia o; (2) exemplos de " rvores de decis o," que s o teis para calcular suas alternativas se sua negocia o n o for bem sucedida; (3) uma estrat gia de tr s partes para aumentar o seu poder durante as negocia es; (4) um plano pr tico para analisar suas negocia es com base no seu pre o de reserva, meta de expans o, alvo mais prov vel e zona do potencial acordo; (5) orienta es claras sobre os padr es ticos que se aplicam s negocia es; (6) os fatores que devem ser considerados ao decidir se voc deve negociar atrav s de um agente; (7) ferramentas psicol gicas que podem ser usadas durante as negocia es-e armadilhas que devem ser evitadas quando voc estiver do outro lado; (8) elementos fundamentais do direito de contratos que surgem durante as negocia es; e (9) uma lista de fatores para usar quando voc avaliar seu desempenho como negociador.
Segundo, o livro nico em sua abordagem hol stica para com o processo de negocia o. Muitas vezes, outros livros se concentram apenas na negocia o ou no direito dos contratos. Al m disso, os livros de negocia o tendem a focar no que acontece na mesa de negocia o sem abordar o desempenho de um acordo. Estes livros fazem uma suposi o equivocada de que o sucesso determinado pela avalia o da negocia o, em vez de avaliar o desempenho do acordo. Da mesma forma, os livros sobre direito de contratos tendem a focar nos requisitos jur dicos para um contrato ser v lido, dando pouca aten o ao processo de negocia o que precede o contrato e ao desempenho que se segue.
No mundo real, o processo de contrata o n o dividido em fases independentes. O que acontece durante uma negocia o tem um impacto grande no contrato e desempenho que se segue. O conte do jur dico do contrato deve refletir a realidade do que aconteceu na mesa de negocia o e o desempenho que vem a seguir. Este livro, diferente de outros, cobre todo o processo de negocia o em ordem cronol gica, come ando com a sua decis o de negociar e continuando atrav s da avalia o do seu desempenho como negociador.
Автор: Siedel George J. Название: Negotiating for Success: Essential Strategies and Skills ISBN: 0997056622 ISBN-13(EAN): 9780997056624 Издательство: Неизвестно Цена: 2585.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement.
Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability-the ability to negotiate and perform successful contracts-is the most important function in any organization.
This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations.
The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of "decision trees," which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations-and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator.
Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows.
In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract's legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator.
A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: "Life is negotiation " No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Автор: Siedel George Название: Negotiating for Success: Essential Strategies and Skills ISBN: 0990367193 ISBN-13(EAN): 9780990367192 Издательство: Неизвестно Цена: 2585.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement.
Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability-the ability to negotiate and perform successful contracts-is the most important function in any organization.
This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations.
The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of "decision trees," which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations-and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator.
Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows.
In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract's legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator.
A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: "Life is negotiation " No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
Nous n gocions tous au quotidien. Nous n gocions avec nos conjoints, nos enfants, nos parents et nos amis. Nous n gocions lorsque nous louons un appartement, achetons une voiture, faisons l'acquisition d'une maison ou encore postulons un emploi. Votre capacit n gocier pourrait bien tre le facteur le plus important dans l'avancement de votre carri re.
La n gociation est aussi la cl de la r ussite en affaires. Aucune organisation ne peut survivre sans contrats rentables. D'un point de vue strat gique, les soci t s cherchent cr er de la valeur et repr senter un avantage comp titif. Mais le succ s de ces strat gies commerciales de haut vol d pend des contrats pass s avec les fournisseurs, les clients et autres parties prenantes. La capacit passer des contrats - la facult de n gocier et de conclure des contrats r ussis - est la fonction la plus importante de toute organisation.
Avec ce livre, je souhaite vous aider atteindre le succ s dans vos n gociations personnelles et dans vos transactions d'affaires. Cet ouvrage est unique deux gards. D'abord, il ne traite pas uniquement des concepts de n gociation, mais vous fournit galement des actions pratiques entreprendre dans vos n gociations futures. Il comprend une liste de v rification pour planifier vos n gociations.
Le livre inclut aussi (1) un outil que vous pouvez utiliser pour valuer votre style de n gociation; (2) des exemples d' arbres de d cision, qui sont utiles pour calculer vos solutions alternatives dans le cas de n gociations infructueuses; (3) une strat gie en trois parties visant augmenter votre pouvoir au cours des n gociations; (4) un plan pratique pour analyser vos n gociations, en fonction de votre prix de r serve, de votre objectif tendu, de votre cible vraisemblable et de votre zone d'accord possible; (5) des consignes claires sur les normes thiques appliquer aux n gociations; (6) des facteurs prendre en compte lorsque vous d cidez si vous devez passer par un interm diaire pour n gocier; (7) des outils psychologiques employer en n gociation - et les pi ges viter lorsque c'est l'autre partie qui les utilise; (8) des l ments cl s du droit des contrats qui interviennent au cours des n gociations; et (9) une liste de facteurs utiliser lorsque vous valuez votre performance de n gociateur.
Par ailleurs, le livre est unique par son approche holistique du processus de n gociation. D'autres livres se concentrent exclusivement sur la n gociation ou le droit des contrats. De plus, les ouvrages sur la n gociation ont tendance cibler ce qui se produit autour de la table des n gociations, sans traiter de la conclusion de l'entente. Ces livres partent du principe erron que l'on d termine le succ s en valuant la n gociation plut t que la mise en oeuvre de l'accord. De m me, les ouvrages sur le droit des contrats tendent se concentrer sur les exigences l gales n cessaires pour qu'un contrat soit valide, ne donnant ainsi que peu de place au processus de n gociation qui pr c de le contrat et l'ex cution qui suit.
Dans le monde r el, le processus contractuel n'est pas divis en phases distinctes. Ce qui se passe au cours d'une n gociation a un impact profond sur le contrat et la mise en oeuvre qui suit. Le contenu juridique du contrat doit refl ter les r alit s de ce qui a lieu la table de n gociation, ainsi que la r alisation qui s'ensuit. Ce livre, contrairement aux autres, traite de l'int gralit du processus de n gociation par ordre chronologique, en commen ant par votre d cision de n gocier et en continuant jusqu' l' valuation de votre performance en tant que n gociateur.
Todos negociamos de manera diaria. Negociamos con nuestras esposas, hijos, padres y amigos. Negociamos cuando alquilamos un departamento, compramos un coche o aplicamos a un puesto de trabajo. Tu habilidad para negociar deber a ser el factor m s importante en tu carrera.
La negociaci n adem s es clave para el xito de los negocios. Ninguna organizaci n puede sobrevivir sin contratos que generen ganancias. A un nivel estrat gico, los negocios est n estrechamente vinculados con la creaci n de valor y la consiguiente consecuci n de ventajas competitivas. Pero el xito de las estrategias comerciales de alto vuelo depender de los contratos celebrados con proveedores, clientes y socios comerciales. La capacidad de contrataci n, esto es la habilidad de negociar y lograr contratos exitosos, es la funci n m s importante de toda organizaci n.
Este libro ha sido concebido para ayudarte a alcanzar resultados exitosos en tus negociaciones personales y en tus transacciones comerciales. Es nico desde dos perspectivas: por un lado, no s lo cubre conceptos de negociaci n, sino que tambi n proporciona acciones pr cticas a seguir en futuras negociaciones, incluyendo una lista de chequeo para la planificaci n de la negociaci n y un ejemplo pr ctico de esa lista de chequeo completa.
Tambi n incorpora: (1) una herramienta de evaluaci n de tu estilo personal; (2) ejemplos de " rboles de decisi n," tiles para calcular tus alternativas en caso de frustraci n de la negociaci n; (3) una estrategia de tres etapas para incrementar tu poder durante la negociaci n: (4) un plan pr ctico para analizar tus negociaciones en consideraci n a distintas variables, entre ellas tu precio de reserva y zona de probable acuerdo, entre otros; (5) lineamientos claros en est ndares ticos aplicables a la negociaci n; (6) factores a considerar al decidir si deber as negociar a trav s de un agente; (7) herramientas psicol gicas que puedes utilizar, y modos para eludirlas si las plantea la otra parte; (8) elementos esenciales del Derecho Contractual; y (9) una lista de chequeo de factores a utilizar cuando evaluas tu desempe o como negociador.
En segundo t rmino, el libro es nico en cuando propone un enfoque global y general para todo el proceso de la negociaci n. Otras obras se focalizan sea en la negociaci n, o bien en el Derecho Contractual, concentr ndose en este ltimo caso, en cuestiones y requisitos espec ficos desde el punto de vista legal para que un contrato sea v lido, sin considerar otros aspectos.
En el mundo en que vivimos, el proceso de contrataci n no puede ser desmenuzado en fases o compartimentos estancos. Lo que ocurre durante una negociaci n tiene un impacto profundo en el contrato y en el desempe o consiguiente. El contenido legal del contrato deber a reflejar lo que sucedi en el marco de la negociaci n. Este libro, a diferencia de otros, cubre ntegramente el proceso de negociaci n en orden cronol gico, comenzando con tu decisi n de negociar, continuando con la evaluaci n de tu propio desempe o como negociador.
ООО "Логосфера " Тел:+7(495) 980-12-10 www.logobook.ru
