Описание: Life is one negotiation after another, at home, at work, with family, with customers. Understanding the principles of negotiation, influence and persuasion will help readers get the best deal every time whether they are buying or selling. [New Para] While plenty of books teach sales and negotiation techniques, this one explains the fundamentals and the psychology behind why these techniques work and how to use them most effectively. Its more than just a book about negotiation. Its about persuasion and influence, and more importantly, how to wield those two important traits to meet your goals. [New Para] Negotiate, Influence, Persuade will change how readers do business, how they interact with family and friends, and hopefully give them a greater understanding of why people behave, and are motivated to act, the way they do.
Описание: An Eye Opening Look on How He Really Negotiates.
Автор: Berkel, Georg Название: Learning to negotiate ISBN: 1108811078 ISBN-13(EAN): 9781108811071 Издательство: Cambridge Academ Рейтинг: Цена: 3960.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Moving beyond the typical rulebook approach to negotiation, this new textbook combines practitioner guidance with empirical research to teach negotiation as a skill that can be learned and mastered. For MBA and law students studying negotiation, as well as executives seeking to develop these skills.
Negotiations are challenging and sometimes scary. You prepare and know what you want, but then things go terribly wrong. Your emotions get in the way. Sometimes you don't even try, or lose your way and fail to achieve your objectives. This book helps you get out of your own way, manage your emotions, and negotiate effectively.
The tools you need to maximize success in any negotiation, at any level
With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations.
Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to:
Put the right issues on the table by defining your objectives for the negotiation
Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want
Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA)
Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs)
Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Описание: Negotiation is both an art and a science. It involves the application of strategy, tactics and the right negotiation approach. However, it also relies on the ability to manage ones` ego and emotions. It is the subtle art of persuasion and mental priming. Many decisions are taken on the unconscious level, only then are they rationalized. Some events, both personal and professional, are consequences of a coming together of random moments, and small decisions that often prove life changing. A skilled negotiator needs to master the power of subliminal stimuli and focus in order to achieve their desired goals. They need to harness the moment.This book is a collection of anecdotes from the author's career which she has shared here in the hope that they will trigger empowering memories from the readers' own experiences, so that the next time they negotiate, they can feel confident and empowered.
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