The truth about negotiations:
Gespeichert in:
1. Verfasser: | |
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Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Harlow [u.a.]
Pearson
2008
|
Ausgabe: | [Nachdr.] |
Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | VIII, 212 S. |
ISBN: | 0136007368 |
Internformat
MARC
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Datensatz im Suchindex
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adam_text | Introduction.........................................vii
Truth 1: If you have only one hour to prepare....................... 1
Truth 2: Negotiation: A natural gift?.............................5
Truth 3: Rehearsal might get you to Carnegie, but it won t
help you negotiate....................................7
Truth 4: The power of making the first offer......................11
Truth 5: What if you don t make the first offer?...................15
Truth 6: Don t be a tough ora nice negotiator....................19
Truth 7: Four sand traps in the golf game of negotiation............23
Truth 8: Your industry is unique (and other myths)................27
Truth 9: Identify your BATNA..................................31
Truth 10: It s alive! Constantly improve your BATNA................35
Truth 11: Don t reveal your BATNA...............................39
Truth 12: Don t lie about your BATNA............................A3
Truth 13: Signal your BATNA...................................47
Truth 14: Research the other party s BATNA.......................51
Truth 15: Develop your reservation price.........................53
Truth 16: Beware of ZOPA myopia...............................57
Truth 17: Set optimistic but realistic aspirations...................61
Truth 18: Plan your concessions................................65
Truth 19: Be aware of the even-split ploy.......................69
Truth 20: The pregame........................................73
Truth 21: The game...........................................77
Truth 22: The postgame.......................................81
Truth 23: What does win-win really mean?......................85
Truth 24: Satisficing versus optimizing...........................89
Truth 25: There are really only two kinds of negotiations............93
Truth 26: Asktriple-I questions.................................97
Truth 27: Reveal your interests................................101
Truth 28: Negotiate issues simultaneously, not sequentially........105
Truth 29: Logrolling (I scratch your back, you scratch mine).........109
Truth 30: Make multiple offers of equivalent value simultaneously... 113
Truth 31: Postsettlement settlements...........................117
Truth 32: Contingent agreements..............................121
Truth 33: Are you an enlightened negotiator?....................125
Truth 34: The reciprocity principle..............................129
Truth 35: The reinforcement principle...........................133
Truth 36: The similarity principle...............................137
Truth 37: Know when to drop an anchor.........................141
Truth 38: The framing effect...................................145
Truth 39: Respondingto tempertantrums.......................149
Truth 40: What s your sign? (Know your disputing Style)............151
Truth 41: Using power responsibly.............................155
Truth 42: Saving face........................................157
Truth 43: How to negotiate with someone you hate................161
Truth 44: How to negotiate with someone you love................165
Truth 45: Building the winning negotiation team..................169
Truth 46: What if they arrive with a team?.......................173
Truth 47: Of men, women, and pie-slicing.......................177
Truth 48: Know why the fish swim..............................181
Truth 49: It does not make sense to always get to the point..........185
Truth 50: Negotiating on the phone............................189
Truth 51: Your reputation.....................................193
Truth 52: Building trust......................................197
Truth 53: Repairing broken trust...............................201
References........................................205
Acknowledgments..................................211
About the Author...................................212
|
any_adam_object | 1 |
author | Thompson, Leigh L. 1960- |
author_GND | (DE-588)136269435 |
author_facet | Thompson, Leigh L. 1960- |
author_role | aut |
author_sort | Thompson, Leigh L. 1960- |
author_variant | l l t ll llt |
building | Verbundindex |
bvnumber | BV023747539 |
classification_rvk | QP 342 |
ctrlnum | (OCoLC)915792337 (DE-599)BVBBV023747539 |
discipline | Wirtschaftswissenschaften |
edition | [Nachdr.] |
format | Book |
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id | DE-604.BV023747539 |
illustrated | Not Illustrated |
indexdate | 2024-07-09T21:33:54Z |
institution | BVB |
isbn | 0136007368 |
language | English |
oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-017296614 |
oclc_num | 915792337 |
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owner | DE-526 |
owner_facet | DE-526 |
physical | VIII, 212 S. |
publishDate | 2008 |
publishDateSearch | 2008 |
publishDateSort | 2008 |
publisher | Pearson |
record_format | marc |
spelling | Thompson, Leigh L. 1960- Verfasser (DE-588)136269435 aut The truth about negotiations Leigh Thompson [Nachdr.] Harlow [u.a.] Pearson 2008 VIII, 212 S. txt rdacontent n rdamedia nc rdacarrier Verhandlungstheorie (DE-588)4139583-9 gnd rswk-swf Verhandlungstheorie (DE-588)4139583-9 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=017296614&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 |
spellingShingle | Thompson, Leigh L. 1960- The truth about negotiations Verhandlungstheorie (DE-588)4139583-9 gnd |
subject_GND | (DE-588)4139583-9 |
title | The truth about negotiations |
title_auth | The truth about negotiations |
title_exact_search | The truth about negotiations |
title_full | The truth about negotiations Leigh Thompson |
title_fullStr | The truth about negotiations Leigh Thompson |
title_full_unstemmed | The truth about negotiations Leigh Thompson |
title_short | The truth about negotiations |
title_sort | the truth about negotiations |
topic | Verhandlungstheorie (DE-588)4139583-9 gnd |
topic_facet | Verhandlungstheorie |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017296614&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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