Making deals: the business of negotiating
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | Undetermined |
| Veröffentlicht: |
New York, NY
New York Inst. of Finance
1990
|
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIII, 194 S. |
| ISBN: | 0135522900 |
Internformat
MARC
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| 100 | 1 | |a Gottlieb, Marvin R. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Making deals |b the business of negotiating |c Marvin Gottlieb ; William J. Healy |
| 264 | 1 | |a New York, NY |b New York Inst. of Finance |c 1990 | |
| 300 | |a XIII, 194 S. | ||
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| 700 | 1 | |a Healy, William J. |e Sonstige |4 oth | |
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Datensatz im Suchindex
| _version_ | 1804144538663518208 |
|---|---|
| adam_text | Contents
Introduction xi
PART ONE Deal Making: The Perspective 1
1 Making Deals 5
2 Developing an Approach 15
The Changing Style of Negotiation 18
Resolving Conflict 18
Applying Problem Solving to Negotiation 21
The Arbitration Option 22
The Four Major Variables 24
Conclusion 33
3 Negotiation Strategies 35
Focus on Your Strength 36
Exercise Patience and Control 37
Exploring Options 38
Tradeoffs 38
Personalizing 39
Bridging 39
Compromise 40
Controllers versus Understanders 41
Conclusion 45
4 Negotiation Tactics 47
Extreme Demands 48
Pkry Acting 50
Limited Authority 52
Take It or Leave It 54
v
^ Contents
Good Guy/Bod Guy 56
Phony Issues •*[
Just One More Thing ^y
Slicing f
The Secret Agent °*
Conclusion 4
5 The Role of Style in Negotiating 65
Know Your Communication Styk 68
Benefits and Liabilities of Styk 78
Anticipating and Dealing with Style
Interactions 82
Implications of Negotiation Styies 95
Conclusion 101
PART TWO Deal Making: The Process 103
6 Transfer of Ownership: Buying and Selling
a Business 107
Why Is the Business Being Sold? 108
What Is Important to the Other Negotiator? 110
The Prenegotiation Plan 111
Negotiation Planning Form 118
Conclusion 123
7 Negotiating Leases and Acquisitions 125
The Role of the Contract 126
The Rok of the Attorney 128
Promoting Mutuai Investment 129
Balancing Deal Components 131
Initiating the Deal 136
Conclusion j^j
8 Negotiating Financial Sales 143
Negotiating and Selling 247
The Salesperson and the Purchasing Mindset 150
Alternatives to Agreement ci
Conclusion . 54
Contents vii
9 Negotiating in an Intercultural Setting 159
Expectations, Control, and Cultural Context 160
The Role of Language 165
Planning, Patterns of Communication,
Interpreting Cultural Differences, and the
Perception and Use of Power 166
Conclusion 175
10 Why Study Negotiation? 179
Gottlieb/Hedy Principles 181
Conclusion 185
Index 187
|
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| illustrated | Not Illustrated |
| indexdate | 2024-07-09T23:05:09Z |
| institution | BVB |
| isbn | 0135522900 |
| language | Undetermined |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-021696031 |
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| physical | XIII, 194 S. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | New York Inst. of Finance |
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| spelling | Gottlieb, Marvin R. Verfasser aut Making deals the business of negotiating Marvin Gottlieb ; William J. Healy New York, NY New York Inst. of Finance 1990 XIII, 194 S. txt rdacontent n rdamedia nc rdacarrier Healy, William J. Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021696031&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Gottlieb, Marvin R. Making deals the business of negotiating |
| title | Making deals the business of negotiating |
| title_auth | Making deals the business of negotiating |
| title_exact_search | Making deals the business of negotiating |
| title_full | Making deals the business of negotiating Marvin Gottlieb ; William J. Healy |
| title_fullStr | Making deals the business of negotiating Marvin Gottlieb ; William J. Healy |
| title_full_unstemmed | Making deals the business of negotiating Marvin Gottlieb ; William J. Healy |
| title_short | Making deals |
| title_sort | making deals the business of negotiating |
| title_sub | the business of negotiating |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=021696031&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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