Negotiating with winning words: dialogue and skills to help you come out ahead in any business negotiation
Part I. Core concepts: what is really going on behind the scenes -- 1. The settlement range -- 2. The negotiation cycle -- Part II. Building the foundation for the negotiation -- 3. Gathering information -- 4. Probing -- 5. Information to not blab and timing -- Part III. Negotiation strategies -- 6....
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York, New York (222 East 46th Street, New York, NY 10017)
Business Expert Press
2018
|
| Ausgabe: | First edition |
| Schriftenreihe: | Human resource management and organizational behavior collection
|
| Schlagworte: | |
| Online-Zugang: | FHN01 FWS01 FWS02 UBY01 Volltext |
| Zusammenfassung: | Part I. Core concepts: what is really going on behind the scenes -- 1. The settlement range -- 2. The negotiation cycle -- Part II. Building the foundation for the negotiation -- 3. Gathering information -- 4. Probing -- 5. Information to not blab and timing -- Part III. Negotiation strategies -- 6. Expectations and perceptions -- 7. Setting up a negotiation -- 8. Asymmetrical trades -- 9. Win-win outcomes: myths and realities -- Part IV. Negotiation tactics -- 10. Introduction -- 11. Verbal and emotional tactics -- 12. Managing time and the perceptions of time -- 13. Misdirection -- 14. Structural -- Part V. Going for the close -- 15. The art of the concession -- Part VI. Putting it all together -- 16. What to say in a typical negotiation -- Conclusion -- About the author -- Index You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The book also includes a complete walk you through for some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation |
| Beschreibung: | Includes index |
| Beschreibung: | Online-Ressource (viii, 178 pages) |
| ISBN: | 9781947843103 9781947843097 |
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| 520 | |a Part I. Core concepts: what is really going on behind the scenes -- 1. The settlement range -- 2. The negotiation cycle -- Part II. Building the foundation for the negotiation -- 3. Gathering information -- 4. Probing -- 5. Information to not blab and timing -- Part III. Negotiation strategies -- 6. Expectations and perceptions -- 7. Setting up a negotiation -- 8. Asymmetrical trades -- 9. Win-win outcomes: myths and realities -- Part IV. Negotiation tactics -- 10. Introduction -- 11. Verbal and emotional tactics -- 12. Managing time and the perceptions of time -- 13. Misdirection -- 14. Structural -- Part V. Going for the close -- 15. The art of the concession -- Part VI. Putting it all together -- 16. What to say in a typical negotiation -- Conclusion -- About the author -- Index | ||
| 520 | |a You are about to go into an important negotiation. You have done your homework and you have a plan and a strategy. But now you are face to face with the other person. What should you say, when should you say it, how should you say it? That is what this book is all about. What do you say to gather the information you need, set expectations, build relationships, and create a win-win situation? How do you actually use negotiating tactics and strategies in a whole verity of situations? What should you say to close and wrap up the deal? This book will guide you through the entire negotiating process and make sure that you have the right words at your fingertips for any negotiating situation that you encounter. The book also includes a complete walk you through for some key business negotiations, including a sales negotiation, a purchasing negotiation, and even how to negotiate salary and benefits for a new job. It is all here. A complete overview of the negotiation process and scripts you can use and modify to fit any situation | ||
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Datensatz im Suchindex
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| author | Schatzki, Michael |
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| 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 |
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| format | Electronic eBook |
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| id | DE-604.BV045876407 |
| illustrated | Not Illustrated |
| indexdate | 2025-02-20T06:58:12Z |
| institution | BVB |
| isbn | 9781947843103 9781947843097 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-031259624 |
| oclc_num | 1021887357 |
| open_access_boolean | |
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| owner_facet | DE-863 DE-BY-FWS DE-862 DE-BY-FWS DE-92 DE-706 |
| physical | Online-Ressource (viii, 178 pages) |
| psigel | ZDB-191-BEX |
| publishDate | 2018 |
| publishDateSearch | 2018 |
| publishDateSort | 2018 |
| publisher | Business Expert Press |
| record_format | marc |
| series2 | Human resource management and organizational behavior collection |
| spellingShingle | Schatzki, Michael Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation Negotiation in business |
| title | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation |
| title_auth | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation |
| title_exact_search | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation |
| title_full | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation Michael Schatzki |
| title_fullStr | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation Michael Schatzki |
| title_full_unstemmed | Negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation Michael Schatzki |
| title_short | Negotiating with winning words |
| title_sort | negotiating with winning words dialogue and skills to help you come out ahead in any business negotiation |
| title_sub | dialogue and skills to help you come out ahead in any business negotiation |
| topic | Negotiation in business |
| topic_facet | Negotiation in business |
| url | http://portal.igpublish.com/iglibrary/search/BEPB0000702.html |
| work_keys_str_mv | AT schatzkimichael negotiatingwithwinningwordsdialogueandskillstohelpyoucomeoutaheadinanybusinessnegotiation |