Added value negotiating: the breakthrough method for building balanced deals
"Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating...
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Homewood, Ill.
Business One Irwin
1993
|
| Schlagworte: | |
| Zusammenfassung: | "Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful." "This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small." "One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages." "By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations produce more fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust."--BOOK JACKET. |
| Beschreibung: | XII, 177 S. Ill. |
| ISBN: | 155623967X |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV009973075 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 950104s1993 a||| |||| 00||| eng d | ||
| 020 | |a 155623967X |9 1-55623-967-X | ||
| 035 | |a (OCoLC)27146066 | ||
| 035 | |a (DE-599)BVBBV009973075 | ||
| 040 | |a DE-604 |b ger |e rakddb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-19 | ||
| 050 | 0 | |a HD58.6 | |
| 082 | 0 | |a 158/.5 |2 20 | |
| 100 | 1 | |a Albrecht, Karl |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Added value negotiating |b the breakthrough method for building balanced deals |c Karl Albrecht ; Steve Albrecht |
| 264 | 1 | |a Homewood, Ill. |b Business One Irwin |c 1993 | |
| 300 | |a XII, 177 S. |b Ill. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 520 | 1 | |a "Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful." "This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small." "One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages." "By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations produce more fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust."--BOOK JACKET. | |
| 650 | 7 | |a Psicologia industrial |2 larpcal | |
| 650 | 4 | |a Negotiation | |
| 650 | 4 | |a Negotiation in business | |
| 650 | 0 | 7 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |2 gnd |9 rswk-swf |
| 655 | 7 | |0 (DE-588)4048476-2 |a Ratgeber |2 gnd-content | |
| 689 | 0 | 0 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Albrecht, Steve |e Verfasser |4 aut | |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-006608636 | ||
Datensatz im Suchindex
| _version_ | 1804124344719245312 |
|---|---|
| any_adam_object | |
| author | Albrecht, Karl Albrecht, Steve |
| author_facet | Albrecht, Karl Albrecht, Steve |
| author_role | aut aut |
| author_sort | Albrecht, Karl |
| author_variant | k a ka s a sa |
| building | Verbundindex |
| bvnumber | BV009973075 |
| callnumber-first | H - Social Science |
| callnumber-label | HD58 |
| callnumber-raw | HD58.6 |
| callnumber-search | HD58.6 |
| callnumber-sort | HD 258.6 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| ctrlnum | (OCoLC)27146066 (DE-599)BVBBV009973075 |
| dewey-full | 158/.5 |
| dewey-hundreds | 100 - Philosophy & psychology |
| dewey-ones | 158 - Applied psychology |
| dewey-raw | 158/.5 |
| dewey-search | 158/.5 |
| dewey-sort | 3158 15 |
| dewey-tens | 150 - Psychology |
| discipline | Psychologie |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>03060nam a2200385 c 4500</leader><controlfield tag="001">BV009973075</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">950104s1993 a||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">155623967X</subfield><subfield code="9">1-55623-967-X</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)27146066</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV009973075</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-19</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HD58.6</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">158/.5</subfield><subfield code="2">20</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Albrecht, Karl</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Added value negotiating</subfield><subfield code="b">the breakthrough method for building balanced deals</subfield><subfield code="c">Karl Albrecht ; Steve Albrecht</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Homewood, Ill.</subfield><subfield code="b">Business One Irwin</subfield><subfield code="c">1993</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XII, 177 S.</subfield><subfield code="b">Ill.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="520" ind1="1" ind2=" "><subfield code="a">"Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful." "This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small." "One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages." "By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations produce more fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust."--BOOK JACKET.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Psicologia industrial</subfield><subfield code="2">larpcal</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation in business</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="655" ind1=" " ind2="7"><subfield code="0">(DE-588)4048476-2</subfield><subfield code="a">Ratgeber</subfield><subfield code="2">gnd-content</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Albrecht, Steve</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-006608636</subfield></datafield></record></collection> |
| genre | (DE-588)4048476-2 Ratgeber gnd-content |
| genre_facet | Ratgeber |
| id | DE-604.BV009973075 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:44:11Z |
| institution | BVB |
| isbn | 155623967X |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006608636 |
| oclc_num | 27146066 |
| open_access_boolean | |
| owner | DE-19 DE-BY-UBM |
| owner_facet | DE-19 DE-BY-UBM |
| physical | XII, 177 S. Ill. |
| publishDate | 1993 |
| publishDateSearch | 1993 |
| publishDateSort | 1993 |
| publisher | Business One Irwin |
| record_format | marc |
| spelling | Albrecht, Karl Verfasser aut Added value negotiating the breakthrough method for building balanced deals Karl Albrecht ; Steve Albrecht Homewood, Ill. Business One Irwin 1993 XII, 177 S. Ill. txt rdacontent n rdamedia nc rdacarrier "Skillful negotiating doesn't mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful." "This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small." "One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages." "By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations produce more fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust."--BOOK JACKET. Psicologia industrial larpcal Negotiation Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf (DE-588)4048476-2 Ratgeber gnd-content Verhandlungstechnik (DE-588)4134584-8 s DE-604 Albrecht, Steve Verfasser aut |
| spellingShingle | Albrecht, Karl Albrecht, Steve Added value negotiating the breakthrough method for building balanced deals Psicologia industrial larpcal Negotiation Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd |
| subject_GND | (DE-588)4134584-8 (DE-588)4048476-2 |
| title | Added value negotiating the breakthrough method for building balanced deals |
| title_auth | Added value negotiating the breakthrough method for building balanced deals |
| title_exact_search | Added value negotiating the breakthrough method for building balanced deals |
| title_full | Added value negotiating the breakthrough method for building balanced deals Karl Albrecht ; Steve Albrecht |
| title_fullStr | Added value negotiating the breakthrough method for building balanced deals Karl Albrecht ; Steve Albrecht |
| title_full_unstemmed | Added value negotiating the breakthrough method for building balanced deals Karl Albrecht ; Steve Albrecht |
| title_short | Added value negotiating |
| title_sort | added value negotiating the breakthrough method for building balanced deals |
| title_sub | the breakthrough method for building balanced deals |
| topic | Psicologia industrial larpcal Negotiation Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd |
| topic_facet | Psicologia industrial Negotiation Negotiation in business Verhandlungstechnik Ratgeber |
| work_keys_str_mv | AT albrechtkarl addedvaluenegotiatingthebreakthroughmethodforbuildingbalanceddeals AT albrechtsteve addedvaluenegotiatingthebreakthroughmethodforbuildingbalanceddeals |