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0 (hodnocen0 x )

EB

ONLINE

1st ed.

[New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2011

1 online resource (1 electronic text (xi, 206 p.)) : digital file

ISBN 9781606493076 (electronic bk.)

ISBN 9781606493069 (pbk.)

Human resource management and organizational behavior collection, ISSN 1946-5645

Print version: ISBN 9781606493069

Includes bibliographical references (p. [197]) and index

Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party’s initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent’s moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake’s advice -- Notes -- Index.

Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today’s business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent’s interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully..

Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries

Mode of access: World Wide Web

System requirements: Adobe Acrobat reader

* balance of power * bid * bluff * buyers * concessions * customer * deadline * defend * demand * influence * margin * market * negotiation * negotiation skills * negotiation strategy * negotiation tactics * negotiation tricks * offer * opponent * price * purchasing * request * request for proposal * risk * sales * sellers * supplier * target price * tender

001740083

full

(Au-PeEL)EBL876625

(CaONFJC)MIL824736

(CaPaEBR)ebr10489098

(MiAaPQ)EBC876625

(OCoLC)755884943