The negotiation fieldbook: simple strategies to help you negotiate everything
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY [u.a.]
McGraw-Hill
2005
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXIV, 189 S. graph. Darst. |
| ISBN: | 007144114X |
Internformat
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Datensatz im Suchindex
| _version_ | 1804138797608206336 |
|---|---|
| adam_text | Contents
Foreword ix
Acknowledgments xi
Introduction xiii
Using The Negotiation Fieldbook xix
PART ONE: THE ICON NEGOTIATION MODEL 1
Chapter 1 Interests: Get Underneath Negotiating Positions 3
Chapter 2 Options: Brainstorm Creatively 19
Chapter 3 Criteria: Use Objective Standards Instead
of Willpower 35
Chapter 4 No-Agreement Alternatives: Know Your BATNA 49
PART TWO: THE 4D PROCESS 59
Chapter 5 The 4D Design Phase: Set Up and Begin
Any Negotiation 61
Chapter 6 The 4D Dig and Develop Phases: Discover Interests,
Brainstorm Options, and Narrow through Criteria 81
Chapter 7 The 4D Decide Phase: Come to Closure 111
PART THREE: BEFORE YOU GET TO THE TABLE 133
Chapter 8 Dealing with Difficult Tactics 135
Chapter 9 Treat All Negotiations as Cross-Cultural 145
Chapter 10 Prepare, Prepare, Prepare! 149
vii
viii Contents
PART FOUR: APPENDIX 153
ICON and 4D Summary 155
4D Key Point Summary 157
Worksheets 159
Glossary 171
References 175
About Accordence 179
About the Author 181
Index 183
|
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| language | English |
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| spelling | Lum, Grande Verfasser aut The negotiation fieldbook simple strategies to help you negotiate everything Grande Lum New York, NY [u.a.] McGraw-Hill 2005 XXIV, 189 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 s 1\p DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017296310&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
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| title | The negotiation fieldbook simple strategies to help you negotiate everything |
| title_auth | The negotiation fieldbook simple strategies to help you negotiate everything |
| title_exact_search | The negotiation fieldbook simple strategies to help you negotiate everything |
| title_full | The negotiation fieldbook simple strategies to help you negotiate everything Grande Lum |
| title_fullStr | The negotiation fieldbook simple strategies to help you negotiate everything Grande Lum |
| title_full_unstemmed | The negotiation fieldbook simple strategies to help you negotiate everything Grande Lum |
| title_short | The negotiation fieldbook |
| title_sort | the negotiation fieldbook simple strategies to help you negotiate everything |
| title_sub | simple strategies to help you negotiate everything |
| topic | Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Verhandlungsführung |
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