Guerrilla negotiating: unconventional weapons and tactics to get what you want
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Wiley
1999
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 272 S. |
| ISBN: | 0471330213 |
Internformat
MARC
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| 245 | 1 | 0 | |a Guerrilla negotiating |b unconventional weapons and tactics to get what you want |c Jay Conrad Levinson ; Mark S. A. Smith ; Orvel Ray Wilson |
| 264 | 1 | |a New York [u.a.] |b Wiley |c 1999 | |
| 300 | |a XIV, 272 S. | ||
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
Preface xiii
What Do We Mean by Guerrilla ? xiii
It s Not Fair xiii
What s a Guerrilla? xiv
Set High Standards xiv
Introduction 1
Want to Level the Playing Field? 1
Ignorance Is Expensive 2
Successful Negotiation Means Preparation 2
Beware of the Outrageous 3
Know the Future in Advance 3
Know the Law 4
Chapter 1 Why Negotiate? 5
25 Reasons to Negotiate and Why Some People Don t 5
What You Can Give and Get 19
When You Shouldn t Negotiate 22
Chapter 2 Negotiating Styles 25
Everyone Knows the Old Tactics 25
The Negotiation Evolution 25
v
vi ¦ Contents
The Guerrilla s Approach 26
Styles of Negotiating 28
Your Negotiation Success Factors 34
Negotiating with Generation X, Baby Boomers,
and Matures 39
Negotiating in Other Cultures 42
Chapter 3 Guerrilla Negotiating Weapons 43
Accessories 43
Advertising 43
Appearance 43
Attire 44
Authorship 44
Cash 46
Cell Phone 46
Chat Groups 46
Competing Offer 47
Contracts 47
Convenience 47
Co-op Funds 48
Costume 48
Credit Card 48
Deadlines 48
Details 48
E-mail 49
Emotion 49
Enthusiasm 49
Expectation 49
Fairness 50
Fax Machine 50
Food 51
Furniture 51
Generosity 51
Guarantee 52
Higher Cause 52
Horoscope 52
Hospitality 52
Contents vii
Humor 52
Laptop Computer 52
Lawyers 53
Limousines 53
Magic Wand 53
Music 54
Neutral Territory 54
News 54
News Groups 55
Newspapers 55
Nondisclosure Agreements 55
Original Packaging 55
Pager 55
Pattern Interrupt 56
Pay in Advance 56
Payment Terms 56
Postdated Checks 56
Photos 57
Precedence 57
Professionalism 57
Props 57
Provide an Advocate 57
Public Opinion 58
Publicity 58
Questions 58
Race 58
Rebates 58
References 59
Rehearsal 59
Reputation 59
Rewards 59
Right of Recision 60
Scarcity 60
Service and Maintenance 60
Service History 60
Sex 60
Smoke 60
Software 61
viii Contents
Spare Parts 61
Speakerphone 61
Spies 61
Stand Your Ground 62
Strategic Alliances 62
Success Stories 62
Tape Recorder 62
Testimonials 63
Third-Party Expert 63
Time 63
Tools 63
Training 63
Transportation 64
Unusual Packaging 64
Using Gifts 64
Video 65
Voice Mail 65
Who s Who 68
WWW 68
Your Best Price 69
Your Influence 69
Chapter 4 Guerrilla Negotiating Tactics 71
Determine Your Position 71
How to Win in a Disagreeable Situation 72
How to Negotiate Nonnegotiable Items or Terms 79
Gain an Advantage on Your Own Turf 81
Neutralize the Disadvantage When You re
on Their Turf 83
Special Considerations for Negotiation
by Telephone 85
Keeping Your Energy High 88
Maximize the Perceived Value 89
No Business During Breaks 90
Hit and Run 90
Don t Wear a Watch 90
Contents ix
Don t Sweat the Small Stuff 90
How to Generate Creativity 91
Your Problem-Solving Team 92
21 Ways to Create Clever Solutions 93
How to Influence Your Prospect 98
Consistency 98
Reciprocation 99
Social Proof 100
Authority 100
Liking 101
Scarcity 102
Chapter 5 Guerrilla Negotiating Power Words 103
Beware of How You Use These Linguistic Techniques 103
Generalities: What s True for Most People 104
Build Their Value 105
Selective Perception and Selective Recall 106
Qualifiers 107
Amplifiers 108
Softeners 108
Minimizers H^
Awareness Directors HO
Authority Builders 112
Trance Words and Phrases n4
Imagination Triggers 117
Options Generators 118
Embedded Commands 120
Temporal Controllers I22
Trigger Phrases 124
Emotive Directors I24
Responsibility Redirectors 125
Claiming to Know 126
Ingratiators *2®
Presuppositions 128
Comparatives *30
Unspecified Attribution 131
x Contents
And Linkages 131
Credibility Helpers 132
Chapter 6 Guerrilla Strategies That Fortify
Your Position 133
Who s on Their learn? 133
Avoid Trap Questions 136
Managing Expectations 138
Building Credibility 139
How to Get Insider Information 139
The Element of Surprise 146
Guerrilla Tactics to Counter Dirty Tricks 147
Chapter 7 How Guerrillas Win on Price 151
What They Want You to Believe 151
Why Price Is an Issue 152
What They Really Want 152
But I Can Get It Cheaper. 153
Why You Don t Want Price Buyers 154
How to Avoid Price-Buyer Dirty Tricks 155
When You Should Discount 157
Mine s Better and It s Cheaper! 157
Tactics to Fight Price Negotiations 158
Combating Price Shopping 161
What s Their Budget? 162
22 Reasons Why People Are Willing to Pay More 165
Why Price Buyers Don t Make Good Negotiators 168
Speaking of Price ... 168
Go Ahead, Negotiate with Me on Price! 169
Why People Are Afraid of Higher Prices 170
Why You ll Never Make It Up in Volume 170
How to Be Comfortable Demanding a Higher Price 170
What if You Lose the Deal Because of Price? 172
How to Get Your Counterpart Off
the Discount Schedule 172
Contents xi
Chapter 8 Opening Maneuvers 175
Get Ready 175
Start the Exchange 176
100 Ways You Impact Your Counterpart s Opinion
of You 187
Just Ask for It! 189
Chapter 9 How to Find Out What They Want 191
Why Listening Gives Guerrillas the Competitive
Edge 19!
The Physiology of Listening 194
Understanding Barriers Created by the Listener 196
Understanding Barriers Created by the Speaker 201
Creating Rapport 204
Convincer Strategies 207
How Your Counterpart Communicates 208
Chapter 10 Controlling the Negotiation 226
Questions with Limited Power 226
Power Questions 227
37 Magic Questions 230
How to Answer Their Questions 234
Chapter 11 Gaining the High Ground 238
Forms of Proof 238
Factors Affecting Recall 239
10 Ways to Make Your Presentation Irresistible 243
Chapter 12 How to Keep the Deal Together 246
Have Them Fill Out the Paperwork 246
Celebratory Lunch or Dinner 246
xii Contents
Send Them a Thank-You Gift 246
Send Their Boss a Congratulatory Letter 247
Send Their Secretary a Congratulatory/
Thank-You Fax 247
Call Two Days Later to Follow Up 247
Be Responsive and Responsible 247
Thank-You Notes 247
Shadowing the Deal 248
Postmortem 248
Appendix 249
World Wide Web Research Resources 249
Bibliography 252
Books 252
Audiotapes 257
Video Training Materials 257
Index ?59
About the Authors ?69
About the Guerrilla Group Inc 272
|
| any_adam_object | 1 |
| author | Levinson, Jay Conrad 1933-2013 Smith, Mark S. A. Wilson, Orvel Ray |
| author_GND | (DE-588)12248200X |
| author_facet | Levinson, Jay Conrad 1933-2013 Smith, Mark S. A. Wilson, Orvel Ray |
| author_role | aut aut aut |
| author_sort | Levinson, Jay Conrad 1933-2013 |
| author_variant | j c l jc jcl m s a s msa msas o r w or orw |
| building | Verbundindex |
| bvnumber | BV041782495 |
| ctrlnum | (OCoLC)245750877 (DE-599)BVBBV041782495 |
| dewey-full | 658.4052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4052 |
| dewey-search | 658.4052 |
| dewey-sort | 3658.4052 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| isbn | 0471330213 |
| language | English |
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| spelling | Levinson, Jay Conrad 1933-2013 Verfasser (DE-588)12248200X aut Guerrilla negotiating unconventional weapons and tactics to get what you want Jay Conrad Levinson ; Mark S. A. Smith ; Orvel Ray Wilson New York [u.a.] Wiley 1999 XIV, 272 S. txt rdacontent n rdamedia nc rdacarrier Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 s DE-604 Smith, Mark S. A. Verfasser aut Wilson, Orvel Ray Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027228275&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Levinson, Jay Conrad 1933-2013 Smith, Mark S. A. Wilson, Orvel Ray Guerrilla negotiating unconventional weapons and tactics to get what you want Verhandlungstechnik (DE-588)4134584-8 gnd |
| subject_GND | (DE-588)4134584-8 |
| title | Guerrilla negotiating unconventional weapons and tactics to get what you want |
| title_auth | Guerrilla negotiating unconventional weapons and tactics to get what you want |
| title_exact_search | Guerrilla negotiating unconventional weapons and tactics to get what you want |
| title_full | Guerrilla negotiating unconventional weapons and tactics to get what you want Jay Conrad Levinson ; Mark S. A. Smith ; Orvel Ray Wilson |
| title_fullStr | Guerrilla negotiating unconventional weapons and tactics to get what you want Jay Conrad Levinson ; Mark S. A. Smith ; Orvel Ray Wilson |
| title_full_unstemmed | Guerrilla negotiating unconventional weapons and tactics to get what you want Jay Conrad Levinson ; Mark S. A. Smith ; Orvel Ray Wilson |
| title_short | Guerrilla negotiating |
| title_sort | guerrilla negotiating unconventional weapons and tactics to get what you want |
| title_sub | unconventional weapons and tactics to get what you want |
| topic | Verhandlungstechnik (DE-588)4134584-8 gnd |
| topic_facet | Verhandlungstechnik |
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