The Elements of Negotiation: 103 Tactics for Everyone to Win in Each Deal
Gespeichert in:
| 1. Verfasser: | |
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| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Newark
John Wiley & Sons, Incorporated
2024
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| Ausgabe: | 1st ed |
| Schlagworte: | |
| Online-Zugang: | DE-2070s |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Beschreibung: | 1 Online-Ressource (333 Seiten) |
| ISBN: | 9781394248308 |
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| 505 | 8 | |a Cover -- Title Page -- Copyright Page -- Contents -- Introduction -- How Much Do Mistakes Cost? -- The Ketchup Effect -- Welcome to the Journey -- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation -- Element 1 Body Language -- The Power of Delivery in Negotiation -- Presentation Skills: Beyond Mere Conversation -- The Power of Verbal Communication -- Aligning with Your Audience's Perspective -- The Impact of Multisensory Engagement -- Start with Facial Expressions -- Element 2 Eye Contact -- Element 3 Gesticulations -- The Do's and Don'ts of Body Posture -- Gesticulation: A Personalized Approach -- Avoiding Distracting Habits -- Illustrating Your Points -- Conveying Confidence and Respect -- Element 4 The Role of Voice -- Volume -- Tone -- Speed -- Breathing -- Element 5 Humor -- Leveraging Humor in the Negotiation -- The Dynamics of Humor in Negotiation -- Practical Humor Strategies in Negotiations -- The Pitfalls of Humor Missteps -- Element 6 Use of Feet -- Element 7 Image -- Good Advice -- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science -- Element 8 The Crucial Role of Mathematics -- Element 9 Negotiating in a Foreign Language -- Individual versus Group -- Status, Titles, Mode of Address, and More -- Religion and Politics -- Should You Blot Out Yourself? -- Behavior -- Formal Contact Paths -- Technical Competence -- Evaluation Norms for Technical Standards -- Choice of Strategy -- Time Factor -- Special Economic Features -- Corruption -- Element 10 The Journey of Learning -- Stage 1: Unconscious Incompetence -- Stage 2: Conscious Incompetence -- Stage 3: Conscious Competence -- Stage 4: Unconscious Competence -- Element 11 Education -- Element 12 Negotiation Training -- Element 13 Asymmetric Value | |
| 505 | 8 | |a How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share -- Who Has the Lowest Cost of Ownership? -- Element 14 Subject Matter -- Element 15 Leveraging AI to Enhance Your Negotiation Skills -- Chapter 3 Tools: Introduction: Tools for Negotiation -- Element 16 Negotiation Strategy -- Choice of Strategy -- Flexible Tactics -- Element 17 Rules of the Game -- Element 18 Questions -- Types of Questions -- Open Questions -- Closed Questions -- Leading Questions -- Follow-up Questions -- Questions for Your Audience -- Questions from Your Counterpart -- Dealing with Questions You're Not Able to Answer -- Be Specific in Your Questions -- Precision with Language -- How to Hold a Conversation -- Element 19 Openness -- SMARTnership Approach -- Element 20 The Hidden Value: NegoEconomics -- Room for Negotiation -- A Simple Model to Identify NegoEconomics -- The Four-Step Model -- Identifying NegoEconomics in Projects -- From Public Authority to Commercial Enterprise -- Element 21 TrutCurrency -- The Water Bottle Experiment -- Element 22 Strategy Access Matrix (SAM) Model -- Element 23 Threats -- Element 24 Activating Several Senses -- Physical or Intellectual Demonstrations -- Visual Aids -- The Professional Picture -- Use Colors Effectively -- Pacing -- PowerPoint -- Your Personality Is 80 Percent of Your Presentation -- Element 25 Using an Agenda -- Taking the Initiative -- Controlling the Other Party -- Demand a Set Agenda Before You Meet -- Prepare Better -- Know What the Other Party Wants -- When an Agenda Is Unsuitable -- Element 26 Planned Target -- Element 27 Walking Away -- Element 28 Team Dynamics -- Element 29 Division of Roles on the Team -- Element 30 The Trial Balloon and Highball/Lowball Techniques -- The Trial Balloon: Testing the Waters -- The Highball/Lowball Technique: Setting the Negotiation Range | |
| 505 | 8 | |a Ethical Considerations and Risks -- Element 31 Starting Point, Threshold of Pain, and Target -- Element 32 Variables -- Element 33 The Art of Managing Non-Negotiables -- Element 34 Cross-Cultural Negotiations -- Checklist for International Negotiations -- Element 35 Emotions, Stress, and Personal Chemistry -- Personal Chemistry Is More Important Than Technique -- The Importance of Communication and Awareness -- Rational Decision-Making: A Myth -- Choosing Between Alternatives -- Irrational or Rational? -- Constructive Negotiations Require a Balance between Feeling and Reason -- When Emotions Take Over -- When Decisions Are Based on Incomplete Information -- Identifying Your Counterpart's Needs -- Negotiations and Stress -- The Classic Stress Reaction -- How Our Brain Works -- Choosing Between Fight or Flight -- Time Stress -- Stress Caused by Negative Expectations -- Situational Stress -- Confrontation Stress -- Examples of Stress Signals -- Stress-Inducing Behaviors -- Element 36 Prioritizing Variables: The Key to NegoEconomics -- The Trap of Limited Variables -- Identifying and Expanding Variables -- Prioritization for NegoEconomics -- Your Assignment: Developing More Variables -- Element 37 Listening Skills -- The Vital Role of Two-Way Communication -- The Pitfalls of Ineffective Communication -- The Power of Credible Information Exchange -- Active Listening: Beyond Hearing Words -- Element 38 Understanding and Navigating Salami Negotiations -- The Anatomy of Salami Negotiations -- Example of a Salami Negotiation -- Strategies to Counter Salami Negotiations -- Element 39 Mastering Package Negotiation: A Holistic Approach -- The Essence of Package Negotiation -- The Process of Package Negotiation -- Element 40 Total Cost of Ownership -- Element 41 Confirming a Mandate -- What If Direct Negotiation with Decision-Makers Isn't Feasible? | |
| 505 | 8 | |a Element 42 The Double-Edged Sword of Ultimatums -- The Strategic Use of Ultimatums -- The Risks of Ultimatums -- Element 43 Time Out: Embracing Preparation and Patience -- Element 44 Checklists -- The Dos of Negotiation -- The Don'ts of Negotiation -- Checklist for a Successful Negotiation Before and During Negotiations -- Post-Negotiation Audit Checklist Negotiation Evaluation -- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions -- Negative Closure Tactics -- Signing the Deal -- Navigating Post-Negotiation Challenges -- The Importance of Documentation -- Element 46 Working with Summaries -- Check by Summarizing -- Document the Process -- Learn How to Listen -- Use Paper and Pen, iPad, or Computer -- Element 47 Anchoring in Negotiation -- The Everyday Salary Negotiation -- Element 48 Postmortems: Navigating the Aftermath -- Post-Negotiation Analysis and Relationship Continuity -- Deciding Whether to Continue the Relationship -- Element 49 Creating a Negotiation Planner -- Your Negotiation Goals -- Your Counterpart's Negotiation Goals -- Chapter 50 The Next Best Alternative in Negotiations -- The Concept of NBA -- Importance in Strategy Development -- Application in Corporate Negotiations -- The Power of Breaks -- Element 51 Testing Limits with Respect -- The Carrot vs. the Stick Approach -- Avoiding Lowball Offers -- Encouraging Dialogue, Not Debate -- The Art of Saying No -- Understanding Pressure Dynamics -- Chapter 4 Tactics: Introduction: Negotiation Tactics -- Element 52 The Combative Negotiator -- Agreement Disputes -- Conflict Is Harmful -- Not Seeing the Whole Picture -- Don't Get Caught in the Trap -- How to Meet a Combative Negotiator -- Meeting Conflict with Conflict -- Element 53 The Concession-Oriented Negotiator -- The Domino Effect of Unilateral Concessions -- Common Mistakes in Concession-Based Negotiations | |
| 505 | 8 | |a Alternative Approaches: The Strategic Concession -- Unintended Use of Concessions -- Recognizing and Countering Unplanned Concessions -- The Tactical Concession: A Negotiation Tool -- When Concessions Are Admissions -- The Art of Concessions in Negotiation -- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests -- Exploring the Depths of Each Party's Needs -- The Role of Creativity and Flexibility in Compromise -- Building Trust Through Transparent Communication -- The Long-Term Impact of Compromise -- Compromise as a Strategic Tool in Negotiation -- Element 55 Stalling -- The Art of Stalling: A Calculated Move -- Recognizing and Responding to Intentional Stalling -- The Risks and Countermeasures of Tactical Stalling -- Unplanned Stalling: A Sign of Conflict Avoidance -- Strategies to Overcome Unplanned Stalling -- Conclusion: Navigating Through Stalling in Negotiations -- Element 56 The Collaborative Negotiator -- Share the Profit -- Example Hotel Stay -- See the Whole Picture -- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations -- Element 57 Argumentations -- Dealing with Argumentations -- Lock Down the Other Party -- Make No Concessions -- Element 58 Building Rapport with Your Counterpart -- The Role of Oxytocin in Enhancing Negotiation Outcomes -- How Long Should You Talk about the Weather? -- Element 59 Small Talk -- Element 60 Positive and Negative Emotions -- The Impact of Positive Emotions in Negotiations -- Navigating Negative Emotions in Negotiations -- Element 61 Maintaining Emotional Control -- Element 62 Cheating, Bluffing, and Little White Lies -- The Epidemic of Cheating -- Is Bluffing So Bad? -- Element 63 Perseverance -- Use Tact and Patience -- Element 64 Pacing, Rapport, and Lead -- You Have a Choice -- Physiological Matching -- Voice Matching | |
| 505 | 8 | |a Matching Language and Representative Systems | |
| 650 | 4 | |a Interpersonal relations | |
| 650 | 4 | |a Negotiation in business | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |a Jensen, Keld |t The Elements of Negotiation |d Newark : John Wiley & Sons, Incorporated,c2024 |z 9781394248285 |
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Datensatz im Suchindex
| _version_ | 1820889672912470016 |
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| adam_text | |
| any_adam_object | |
| author | Jensen, Keld |
| author_facet | Jensen, Keld |
| author_role | aut |
| author_sort | Jensen, Keld |
| author_variant | k j kj |
| building | Verbundindex |
| bvnumber | BV050102503 |
| classification_rvk | CV 3500 |
| collection | ZDB-30-PQE |
| contents | Cover -- Title Page -- Copyright Page -- Contents -- Introduction -- How Much Do Mistakes Cost? -- The Ketchup Effect -- Welcome to the Journey -- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation -- Element 1 Body Language -- The Power of Delivery in Negotiation -- Presentation Skills: Beyond Mere Conversation -- The Power of Verbal Communication -- Aligning with Your Audience's Perspective -- The Impact of Multisensory Engagement -- Start with Facial Expressions -- Element 2 Eye Contact -- Element 3 Gesticulations -- The Do's and Don'ts of Body Posture -- Gesticulation: A Personalized Approach -- Avoiding Distracting Habits -- Illustrating Your Points -- Conveying Confidence and Respect -- Element 4 The Role of Voice -- Volume -- Tone -- Speed -- Breathing -- Element 5 Humor -- Leveraging Humor in the Negotiation -- The Dynamics of Humor in Negotiation -- Practical Humor Strategies in Negotiations -- The Pitfalls of Humor Missteps -- Element 6 Use of Feet -- Element 7 Image -- Good Advice -- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science -- Element 8 The Crucial Role of Mathematics -- Element 9 Negotiating in a Foreign Language -- Individual versus Group -- Status, Titles, Mode of Address, and More -- Religion and Politics -- Should You Blot Out Yourself? -- Behavior -- Formal Contact Paths -- Technical Competence -- Evaluation Norms for Technical Standards -- Choice of Strategy -- Time Factor -- Special Economic Features -- Corruption -- Element 10 The Journey of Learning -- Stage 1: Unconscious Incompetence -- Stage 2: Conscious Incompetence -- Stage 3: Conscious Competence -- Stage 4: Unconscious Competence -- Element 11 Education -- Element 12 Negotiation Training -- Element 13 Asymmetric Value How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share -- Who Has the Lowest Cost of Ownership? -- Element 14 Subject Matter -- Element 15 Leveraging AI to Enhance Your Negotiation Skills -- Chapter 3 Tools: Introduction: Tools for Negotiation -- Element 16 Negotiation Strategy -- Choice of Strategy -- Flexible Tactics -- Element 17 Rules of the Game -- Element 18 Questions -- Types of Questions -- Open Questions -- Closed Questions -- Leading Questions -- Follow-up Questions -- Questions for Your Audience -- Questions from Your Counterpart -- Dealing with Questions You're Not Able to Answer -- Be Specific in Your Questions -- Precision with Language -- How to Hold a Conversation -- Element 19 Openness -- SMARTnership Approach -- Element 20 The Hidden Value: NegoEconomics -- Room for Negotiation -- A Simple Model to Identify NegoEconomics -- The Four-Step Model -- Identifying NegoEconomics in Projects -- From Public Authority to Commercial Enterprise -- Element 21 TrutCurrency -- The Water Bottle Experiment -- Element 22 Strategy Access Matrix (SAM) Model -- Element 23 Threats -- Element 24 Activating Several Senses -- Physical or Intellectual Demonstrations -- Visual Aids -- The Professional Picture -- Use Colors Effectively -- Pacing -- PowerPoint -- Your Personality Is 80 Percent of Your Presentation -- Element 25 Using an Agenda -- Taking the Initiative -- Controlling the Other Party -- Demand a Set Agenda Before You Meet -- Prepare Better -- Know What the Other Party Wants -- When an Agenda Is Unsuitable -- Element 26 Planned Target -- Element 27 Walking Away -- Element 28 Team Dynamics -- Element 29 Division of Roles on the Team -- Element 30 The Trial Balloon and Highball/Lowball Techniques -- The Trial Balloon: Testing the Waters -- The Highball/Lowball Technique: Setting the Negotiation Range Ethical Considerations and Risks -- Element 31 Starting Point, Threshold of Pain, and Target -- Element 32 Variables -- Element 33 The Art of Managing Non-Negotiables -- Element 34 Cross-Cultural Negotiations -- Checklist for International Negotiations -- Element 35 Emotions, Stress, and Personal Chemistry -- Personal Chemistry Is More Important Than Technique -- The Importance of Communication and Awareness -- Rational Decision-Making: A Myth -- Choosing Between Alternatives -- Irrational or Rational? -- Constructive Negotiations Require a Balance between Feeling and Reason -- When Emotions Take Over -- When Decisions Are Based on Incomplete Information -- Identifying Your Counterpart's Needs -- Negotiations and Stress -- The Classic Stress Reaction -- How Our Brain Works -- Choosing Between Fight or Flight -- Time Stress -- Stress Caused by Negative Expectations -- Situational Stress -- Confrontation Stress -- Examples of Stress Signals -- Stress-Inducing Behaviors -- Element 36 Prioritizing Variables: The Key to NegoEconomics -- The Trap of Limited Variables -- Identifying and Expanding Variables -- Prioritization for NegoEconomics -- Your Assignment: Developing More Variables -- Element 37 Listening Skills -- The Vital Role of Two-Way Communication -- The Pitfalls of Ineffective Communication -- The Power of Credible Information Exchange -- Active Listening: Beyond Hearing Words -- Element 38 Understanding and Navigating Salami Negotiations -- The Anatomy of Salami Negotiations -- Example of a Salami Negotiation -- Strategies to Counter Salami Negotiations -- Element 39 Mastering Package Negotiation: A Holistic Approach -- The Essence of Package Negotiation -- The Process of Package Negotiation -- Element 40 Total Cost of Ownership -- Element 41 Confirming a Mandate -- What If Direct Negotiation with Decision-Makers Isn't Feasible? Element 42 The Double-Edged Sword of Ultimatums -- The Strategic Use of Ultimatums -- The Risks of Ultimatums -- Element 43 Time Out: Embracing Preparation and Patience -- Element 44 Checklists -- The Dos of Negotiation -- The Don'ts of Negotiation -- Checklist for a Successful Negotiation Before and During Negotiations -- Post-Negotiation Audit Checklist Negotiation Evaluation -- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions -- Negative Closure Tactics -- Signing the Deal -- Navigating Post-Negotiation Challenges -- The Importance of Documentation -- Element 46 Working with Summaries -- Check by Summarizing -- Document the Process -- Learn How to Listen -- Use Paper and Pen, iPad, or Computer -- Element 47 Anchoring in Negotiation -- The Everyday Salary Negotiation -- Element 48 Postmortems: Navigating the Aftermath -- Post-Negotiation Analysis and Relationship Continuity -- Deciding Whether to Continue the Relationship -- Element 49 Creating a Negotiation Planner -- Your Negotiation Goals -- Your Counterpart's Negotiation Goals -- Chapter 50 The Next Best Alternative in Negotiations -- The Concept of NBA -- Importance in Strategy Development -- Application in Corporate Negotiations -- The Power of Breaks -- Element 51 Testing Limits with Respect -- The Carrot vs. the Stick Approach -- Avoiding Lowball Offers -- Encouraging Dialogue, Not Debate -- The Art of Saying No -- Understanding Pressure Dynamics -- Chapter 4 Tactics: Introduction: Negotiation Tactics -- Element 52 The Combative Negotiator -- Agreement Disputes -- Conflict Is Harmful -- Not Seeing the Whole Picture -- Don't Get Caught in the Trap -- How to Meet a Combative Negotiator -- Meeting Conflict with Conflict -- Element 53 The Concession-Oriented Negotiator -- The Domino Effect of Unilateral Concessions -- Common Mistakes in Concession-Based Negotiations Alternative Approaches: The Strategic Concession -- Unintended Use of Concessions -- Recognizing and Countering Unplanned Concessions -- The Tactical Concession: A Negotiation Tool -- When Concessions Are Admissions -- The Art of Concessions in Negotiation -- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests -- Exploring the Depths of Each Party's Needs -- The Role of Creativity and Flexibility in Compromise -- Building Trust Through Transparent Communication -- The Long-Term Impact of Compromise -- Compromise as a Strategic Tool in Negotiation -- Element 55 Stalling -- The Art of Stalling: A Calculated Move -- Recognizing and Responding to Intentional Stalling -- The Risks and Countermeasures of Tactical Stalling -- Unplanned Stalling: A Sign of Conflict Avoidance -- Strategies to Overcome Unplanned Stalling -- Conclusion: Navigating Through Stalling in Negotiations -- Element 56 The Collaborative Negotiator -- Share the Profit -- Example Hotel Stay -- See the Whole Picture -- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations -- Element 57 Argumentations -- Dealing with Argumentations -- Lock Down the Other Party -- Make No Concessions -- Element 58 Building Rapport with Your Counterpart -- The Role of Oxytocin in Enhancing Negotiation Outcomes -- How Long Should You Talk about the Weather? -- Element 59 Small Talk -- Element 60 Positive and Negative Emotions -- The Impact of Positive Emotions in Negotiations -- Navigating Negative Emotions in Negotiations -- Element 61 Maintaining Emotional Control -- Element 62 Cheating, Bluffing, and Little White Lies -- The Epidemic of Cheating -- Is Bluffing So Bad? -- Element 63 Perseverance -- Use Tact and Patience -- Element 64 Pacing, Rapport, and Lead -- You Have a Choice -- Physiological Matching -- Voice Matching Matching Language and Representative Systems |
| ctrlnum | (ZDB-30-PQE)EBC31622250 (ZDB-30-PAD)EBC31622250 (ZDB-89-EBL)EBL31622250 (OCoLC)1455136483 (DE-599)BVBBV050102503 |
| 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 | Psychologie Wirtschaftswissenschaften |
| edition | 1st ed |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>00000nam a2200000zc 4500</leader><controlfield tag="001">BV050102503</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="007">cr|uuu---uuuuu</controlfield><controlfield tag="008">241218s2024 xx o|||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781394248308</subfield><subfield code="9">978-1-394-24830-8</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ZDB-30-PQE)EBC31622250</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ZDB-30-PAD)EBC31622250</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ZDB-89-EBL)EBL31622250</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)1455136483</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV050102503</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-2070s</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.4052</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">CV 3500</subfield><subfield code="0">(DE-625)19155:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Jensen, Keld</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">The Elements of Negotiation</subfield><subfield code="b">103 Tactics for Everyone to Win in Each Deal</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1st ed</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Newark</subfield><subfield code="b">John Wiley & Sons, Incorporated</subfield><subfield code="c">2024</subfield></datafield><datafield tag="264" ind1=" " ind2="4"><subfield code="c">©2024</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 Online-Ressource (333 Seiten)</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">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Description based on publisher supplied metadata and other sources</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Cover -- Title Page -- Copyright Page -- Contents -- Introduction -- How Much Do Mistakes Cost? -- The Ketchup Effect -- Welcome to the Journey -- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation -- Element 1 Body Language -- The Power of Delivery in Negotiation -- Presentation Skills: Beyond Mere Conversation -- The Power of Verbal Communication -- Aligning with Your Audience's Perspective -- The Impact of Multisensory Engagement -- Start with Facial Expressions -- Element 2 Eye Contact -- Element 3 Gesticulations -- The Do's and Don'ts of Body Posture -- Gesticulation: A Personalized Approach -- Avoiding Distracting Habits -- Illustrating Your Points -- Conveying Confidence and Respect -- Element 4 The Role of Voice -- Volume -- Tone -- Speed -- Breathing -- Element 5 Humor -- Leveraging Humor in the Negotiation -- The Dynamics of Humor in Negotiation -- Practical Humor Strategies in Negotiations -- The Pitfalls of Humor Missteps -- Element 6 Use of Feet -- Element 7 Image -- Good Advice -- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science -- Element 8 The Crucial Role of Mathematics -- Element 9 Negotiating in a Foreign Language -- Individual versus Group -- Status, Titles, Mode of Address, and More -- Religion and Politics -- Should You Blot Out Yourself? -- Behavior -- Formal Contact Paths -- Technical Competence -- Evaluation Norms for Technical Standards -- Choice of Strategy -- Time Factor -- Special Economic Features -- Corruption -- Element 10 The Journey of Learning -- Stage 1: Unconscious Incompetence -- Stage 2: Conscious Incompetence -- Stage 3: Conscious Competence -- Stage 4: Unconscious Competence -- Element 11 Education -- Element 12 Negotiation Training -- Element 13 Asymmetric Value</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share -- Who Has the Lowest Cost of Ownership? -- Element 14 Subject Matter -- Element 15 Leveraging AI to Enhance Your Negotiation Skills -- Chapter 3 Tools: Introduction: Tools for Negotiation -- Element 16 Negotiation Strategy -- Choice of Strategy -- Flexible Tactics -- Element 17 Rules of the Game -- Element 18 Questions -- Types of Questions -- Open Questions -- Closed Questions -- Leading Questions -- Follow-up Questions -- Questions for Your Audience -- Questions from Your Counterpart -- Dealing with Questions You're Not Able to Answer -- Be Specific in Your Questions -- Precision with Language -- How to Hold a Conversation -- Element 19 Openness -- SMARTnership Approach -- Element 20 The Hidden Value: NegoEconomics -- Room for Negotiation -- A Simple Model to Identify NegoEconomics -- The Four-Step Model -- Identifying NegoEconomics in Projects -- From Public Authority to Commercial Enterprise -- Element 21 TrutCurrency -- The Water Bottle Experiment -- Element 22 Strategy Access Matrix (SAM) Model -- Element 23 Threats -- Element 24 Activating Several Senses -- Physical or Intellectual Demonstrations -- Visual Aids -- The Professional Picture -- Use Colors Effectively -- Pacing -- PowerPoint -- Your Personality Is 80 Percent of Your Presentation -- Element 25 Using an Agenda -- Taking the Initiative -- Controlling the Other Party -- Demand a Set Agenda Before You Meet -- Prepare Better -- Know What the Other Party Wants -- When an Agenda Is Unsuitable -- Element 26 Planned Target -- Element 27 Walking Away -- Element 28 Team Dynamics -- Element 29 Division of Roles on the Team -- Element 30 The Trial Balloon and Highball/Lowball Techniques -- The Trial Balloon: Testing the Waters -- The Highball/Lowball Technique: Setting the Negotiation Range</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Ethical Considerations and Risks -- Element 31 Starting Point, Threshold of Pain, and Target -- Element 32 Variables -- Element 33 The Art of Managing Non-Negotiables -- Element 34 Cross-Cultural Negotiations -- Checklist for International Negotiations -- Element 35 Emotions, Stress, and Personal Chemistry -- Personal Chemistry Is More Important Than Technique -- The Importance of Communication and Awareness -- Rational Decision-Making: A Myth -- Choosing Between Alternatives -- Irrational or Rational? -- Constructive Negotiations Require a Balance between Feeling and Reason -- When Emotions Take Over -- When Decisions Are Based on Incomplete Information -- Identifying Your Counterpart's Needs -- Negotiations and Stress -- The Classic Stress Reaction -- How Our Brain Works -- Choosing Between Fight or Flight -- Time Stress -- Stress Caused by Negative Expectations -- Situational Stress -- Confrontation Stress -- Examples of Stress Signals -- Stress-Inducing Behaviors -- Element 36 Prioritizing Variables: The Key to NegoEconomics -- The Trap of Limited Variables -- Identifying and Expanding Variables -- Prioritization for NegoEconomics -- Your Assignment: Developing More Variables -- Element 37 Listening Skills -- The Vital Role of Two-Way Communication -- The Pitfalls of Ineffective Communication -- The Power of Credible Information Exchange -- Active Listening: Beyond Hearing Words -- Element 38 Understanding and Navigating Salami Negotiations -- The Anatomy of Salami Negotiations -- Example of a Salami Negotiation -- Strategies to Counter Salami Negotiations -- Element 39 Mastering Package Negotiation: A Holistic Approach -- The Essence of Package Negotiation -- The Process of Package Negotiation -- Element 40 Total Cost of Ownership -- Element 41 Confirming a Mandate -- What If Direct Negotiation with Decision-Makers Isn't Feasible?</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Element 42 The Double-Edged Sword of Ultimatums -- The Strategic Use of Ultimatums -- The Risks of Ultimatums -- Element 43 Time Out: Embracing Preparation and Patience -- Element 44 Checklists -- The Dos of Negotiation -- The Don'ts of Negotiation -- Checklist for a Successful Negotiation Before and During Negotiations -- Post-Negotiation Audit Checklist Negotiation Evaluation -- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions -- Negative Closure Tactics -- Signing the Deal -- Navigating Post-Negotiation Challenges -- The Importance of Documentation -- Element 46 Working with Summaries -- Check by Summarizing -- Document the Process -- Learn How to Listen -- Use Paper and Pen, iPad, or Computer -- Element 47 Anchoring in Negotiation -- The Everyday Salary Negotiation -- Element 48 Postmortems: Navigating the Aftermath -- Post-Negotiation Analysis and Relationship Continuity -- Deciding Whether to Continue the Relationship -- Element 49 Creating a Negotiation Planner -- Your Negotiation Goals -- Your Counterpart's Negotiation Goals -- Chapter 50 The Next Best Alternative in Negotiations -- The Concept of NBA -- Importance in Strategy Development -- Application in Corporate Negotiations -- The Power of Breaks -- Element 51 Testing Limits with Respect -- The Carrot vs. the Stick Approach -- Avoiding Lowball Offers -- Encouraging Dialogue, Not Debate -- The Art of Saying No -- Understanding Pressure Dynamics -- Chapter 4 Tactics: Introduction: Negotiation Tactics -- Element 52 The Combative Negotiator -- Agreement Disputes -- Conflict Is Harmful -- Not Seeing the Whole Picture -- Don't Get Caught in the Trap -- How to Meet a Combative Negotiator -- Meeting Conflict with Conflict -- Element 53 The Concession-Oriented Negotiator -- The Domino Effect of Unilateral Concessions -- Common Mistakes in Concession-Based Negotiations</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Alternative Approaches: The Strategic Concession -- Unintended Use of Concessions -- Recognizing and Countering Unplanned Concessions -- The Tactical Concession: A Negotiation Tool -- When Concessions Are Admissions -- The Art of Concessions in Negotiation -- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests -- Exploring the Depths of Each Party's Needs -- The Role of Creativity and Flexibility in Compromise -- Building Trust Through Transparent Communication -- The Long-Term Impact of Compromise -- Compromise as a Strategic Tool in Negotiation -- Element 55 Stalling -- The Art of Stalling: A Calculated Move -- Recognizing and Responding to Intentional Stalling -- The Risks and Countermeasures of Tactical Stalling -- Unplanned Stalling: A Sign of Conflict Avoidance -- Strategies to Overcome Unplanned Stalling -- Conclusion: Navigating Through Stalling in Negotiations -- Element 56 The Collaborative Negotiator -- Share the Profit -- Example Hotel Stay -- See the Whole Picture -- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations -- Element 57 Argumentations -- Dealing with Argumentations -- Lock Down the Other Party -- Make No Concessions -- Element 58 Building Rapport with Your Counterpart -- The Role of Oxytocin in Enhancing Negotiation Outcomes -- How Long Should You Talk about the Weather? -- Element 59 Small Talk -- Element 60 Positive and Negative Emotions -- The Impact of Positive Emotions in Negotiations -- Navigating Negative Emotions in Negotiations -- Element 61 Maintaining Emotional Control -- Element 62 Cheating, Bluffing, and Little White Lies -- The Epidemic of Cheating -- Is Bluffing So Bad? -- Element 63 Perseverance -- Use Tact and Patience -- Element 64 Pacing, Rapport, and Lead -- You Have a Choice -- Physiological Matching -- Voice Matching</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Matching Language and Representative Systems</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Interpersonal relations</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation in business</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe</subfield><subfield code="a">Jensen, Keld</subfield><subfield code="t">The Elements of Negotiation</subfield><subfield code="d">Newark : John Wiley & Sons, Incorporated,c2024</subfield><subfield code="z">9781394248285</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-PQE</subfield></datafield><datafield tag="943" ind1="1" ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-035439665</subfield></datafield><datafield tag="966" ind1="e" ind2=" "><subfield code="u">https://ebookcentral.proquest.com/lib/hwr/detail.action?docID=31622250</subfield><subfield code="l">DE-2070s</subfield><subfield code="p">ZDB-30-PQE</subfield><subfield code="q">HWR_PDA_PQE</subfield><subfield code="x">Aggregator</subfield><subfield code="3">Volltext</subfield></datafield></record></collection> |
| id | DE-604.BV050102503 |
| illustrated | Not Illustrated |
| indexdate | 2025-01-10T19:01:54Z |
| institution | BVB |
| isbn | 9781394248308 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-035439665 |
| oclc_num | 1455136483 |
| open_access_boolean | |
| owner | DE-2070s |
| owner_facet | DE-2070s |
| physical | 1 Online-Ressource (333 Seiten) |
| psigel | ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE |
| publishDate | 2024 |
| publishDateSearch | 2024 |
| publishDateSort | 2024 |
| publisher | John Wiley & Sons, Incorporated |
| record_format | marc |
| spelling | Jensen, Keld Verfasser aut The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal 1st ed Newark John Wiley & Sons, Incorporated 2024 ©2024 1 Online-Ressource (333 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Cover -- Title Page -- Copyright Page -- Contents -- Introduction -- How Much Do Mistakes Cost? -- The Ketchup Effect -- Welcome to the Journey -- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation -- Element 1 Body Language -- The Power of Delivery in Negotiation -- Presentation Skills: Beyond Mere Conversation -- The Power of Verbal Communication -- Aligning with Your Audience's Perspective -- The Impact of Multisensory Engagement -- Start with Facial Expressions -- Element 2 Eye Contact -- Element 3 Gesticulations -- The Do's and Don'ts of Body Posture -- Gesticulation: A Personalized Approach -- Avoiding Distracting Habits -- Illustrating Your Points -- Conveying Confidence and Respect -- Element 4 The Role of Voice -- Volume -- Tone -- Speed -- Breathing -- Element 5 Humor -- Leveraging Humor in the Negotiation -- The Dynamics of Humor in Negotiation -- Practical Humor Strategies in Negotiations -- The Pitfalls of Humor Missteps -- Element 6 Use of Feet -- Element 7 Image -- Good Advice -- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science -- Element 8 The Crucial Role of Mathematics -- Element 9 Negotiating in a Foreign Language -- Individual versus Group -- Status, Titles, Mode of Address, and More -- Religion and Politics -- Should You Blot Out Yourself? -- Behavior -- Formal Contact Paths -- Technical Competence -- Evaluation Norms for Technical Standards -- Choice of Strategy -- Time Factor -- Special Economic Features -- Corruption -- Element 10 The Journey of Learning -- Stage 1: Unconscious Incompetence -- Stage 2: Conscious Incompetence -- Stage 3: Conscious Competence -- Stage 4: Unconscious Competence -- Element 11 Education -- Element 12 Negotiation Training -- Element 13 Asymmetric Value How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share -- Who Has the Lowest Cost of Ownership? -- Element 14 Subject Matter -- Element 15 Leveraging AI to Enhance Your Negotiation Skills -- Chapter 3 Tools: Introduction: Tools for Negotiation -- Element 16 Negotiation Strategy -- Choice of Strategy -- Flexible Tactics -- Element 17 Rules of the Game -- Element 18 Questions -- Types of Questions -- Open Questions -- Closed Questions -- Leading Questions -- Follow-up Questions -- Questions for Your Audience -- Questions from Your Counterpart -- Dealing with Questions You're Not Able to Answer -- Be Specific in Your Questions -- Precision with Language -- How to Hold a Conversation -- Element 19 Openness -- SMARTnership Approach -- Element 20 The Hidden Value: NegoEconomics -- Room for Negotiation -- A Simple Model to Identify NegoEconomics -- The Four-Step Model -- Identifying NegoEconomics in Projects -- From Public Authority to Commercial Enterprise -- Element 21 TrutCurrency -- The Water Bottle Experiment -- Element 22 Strategy Access Matrix (SAM) Model -- Element 23 Threats -- Element 24 Activating Several Senses -- Physical or Intellectual Demonstrations -- Visual Aids -- The Professional Picture -- Use Colors Effectively -- Pacing -- PowerPoint -- Your Personality Is 80 Percent of Your Presentation -- Element 25 Using an Agenda -- Taking the Initiative -- Controlling the Other Party -- Demand a Set Agenda Before You Meet -- Prepare Better -- Know What the Other Party Wants -- When an Agenda Is Unsuitable -- Element 26 Planned Target -- Element 27 Walking Away -- Element 28 Team Dynamics -- Element 29 Division of Roles on the Team -- Element 30 The Trial Balloon and Highball/Lowball Techniques -- The Trial Balloon: Testing the Waters -- The Highball/Lowball Technique: Setting the Negotiation Range Ethical Considerations and Risks -- Element 31 Starting Point, Threshold of Pain, and Target -- Element 32 Variables -- Element 33 The Art of Managing Non-Negotiables -- Element 34 Cross-Cultural Negotiations -- Checklist for International Negotiations -- Element 35 Emotions, Stress, and Personal Chemistry -- Personal Chemistry Is More Important Than Technique -- The Importance of Communication and Awareness -- Rational Decision-Making: A Myth -- Choosing Between Alternatives -- Irrational or Rational? -- Constructive Negotiations Require a Balance between Feeling and Reason -- When Emotions Take Over -- When Decisions Are Based on Incomplete Information -- Identifying Your Counterpart's Needs -- Negotiations and Stress -- The Classic Stress Reaction -- How Our Brain Works -- Choosing Between Fight or Flight -- Time Stress -- Stress Caused by Negative Expectations -- Situational Stress -- Confrontation Stress -- Examples of Stress Signals -- Stress-Inducing Behaviors -- Element 36 Prioritizing Variables: The Key to NegoEconomics -- The Trap of Limited Variables -- Identifying and Expanding Variables -- Prioritization for NegoEconomics -- Your Assignment: Developing More Variables -- Element 37 Listening Skills -- The Vital Role of Two-Way Communication -- The Pitfalls of Ineffective Communication -- The Power of Credible Information Exchange -- Active Listening: Beyond Hearing Words -- Element 38 Understanding and Navigating Salami Negotiations -- The Anatomy of Salami Negotiations -- Example of a Salami Negotiation -- Strategies to Counter Salami Negotiations -- Element 39 Mastering Package Negotiation: A Holistic Approach -- The Essence of Package Negotiation -- The Process of Package Negotiation -- Element 40 Total Cost of Ownership -- Element 41 Confirming a Mandate -- What If Direct Negotiation with Decision-Makers Isn't Feasible? Element 42 The Double-Edged Sword of Ultimatums -- The Strategic Use of Ultimatums -- The Risks of Ultimatums -- Element 43 Time Out: Embracing Preparation and Patience -- Element 44 Checklists -- The Dos of Negotiation -- The Don'ts of Negotiation -- Checklist for a Successful Negotiation Before and During Negotiations -- Post-Negotiation Audit Checklist Negotiation Evaluation -- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions -- Negative Closure Tactics -- Signing the Deal -- Navigating Post-Negotiation Challenges -- The Importance of Documentation -- Element 46 Working with Summaries -- Check by Summarizing -- Document the Process -- Learn How to Listen -- Use Paper and Pen, iPad, or Computer -- Element 47 Anchoring in Negotiation -- The Everyday Salary Negotiation -- Element 48 Postmortems: Navigating the Aftermath -- Post-Negotiation Analysis and Relationship Continuity -- Deciding Whether to Continue the Relationship -- Element 49 Creating a Negotiation Planner -- Your Negotiation Goals -- Your Counterpart's Negotiation Goals -- Chapter 50 The Next Best Alternative in Negotiations -- The Concept of NBA -- Importance in Strategy Development -- Application in Corporate Negotiations -- The Power of Breaks -- Element 51 Testing Limits with Respect -- The Carrot vs. the Stick Approach -- Avoiding Lowball Offers -- Encouraging Dialogue, Not Debate -- The Art of Saying No -- Understanding Pressure Dynamics -- Chapter 4 Tactics: Introduction: Negotiation Tactics -- Element 52 The Combative Negotiator -- Agreement Disputes -- Conflict Is Harmful -- Not Seeing the Whole Picture -- Don't Get Caught in the Trap -- How to Meet a Combative Negotiator -- Meeting Conflict with Conflict -- Element 53 The Concession-Oriented Negotiator -- The Domino Effect of Unilateral Concessions -- Common Mistakes in Concession-Based Negotiations Alternative Approaches: The Strategic Concession -- Unintended Use of Concessions -- Recognizing and Countering Unplanned Concessions -- The Tactical Concession: A Negotiation Tool -- When Concessions Are Admissions -- The Art of Concessions in Negotiation -- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests -- Exploring the Depths of Each Party's Needs -- The Role of Creativity and Flexibility in Compromise -- Building Trust Through Transparent Communication -- The Long-Term Impact of Compromise -- Compromise as a Strategic Tool in Negotiation -- Element 55 Stalling -- The Art of Stalling: A Calculated Move -- Recognizing and Responding to Intentional Stalling -- The Risks and Countermeasures of Tactical Stalling -- Unplanned Stalling: A Sign of Conflict Avoidance -- Strategies to Overcome Unplanned Stalling -- Conclusion: Navigating Through Stalling in Negotiations -- Element 56 The Collaborative Negotiator -- Share the Profit -- Example Hotel Stay -- See the Whole Picture -- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations -- Element 57 Argumentations -- Dealing with Argumentations -- Lock Down the Other Party -- Make No Concessions -- Element 58 Building Rapport with Your Counterpart -- The Role of Oxytocin in Enhancing Negotiation Outcomes -- How Long Should You Talk about the Weather? -- Element 59 Small Talk -- Element 60 Positive and Negative Emotions -- The Impact of Positive Emotions in Negotiations -- Navigating Negative Emotions in Negotiations -- Element 61 Maintaining Emotional Control -- Element 62 Cheating, Bluffing, and Little White Lies -- The Epidemic of Cheating -- Is Bluffing So Bad? -- Element 63 Perseverance -- Use Tact and Patience -- Element 64 Pacing, Rapport, and Lead -- You Have a Choice -- Physiological Matching -- Voice Matching Matching Language and Representative Systems Interpersonal relations Negotiation in business Erscheint auch als Druck-Ausgabe Jensen, Keld The Elements of Negotiation Newark : John Wiley & Sons, Incorporated,c2024 9781394248285 |
| spellingShingle | Jensen, Keld The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal Cover -- Title Page -- Copyright Page -- Contents -- Introduction -- How Much Do Mistakes Cost? -- The Ketchup Effect -- Welcome to the Journey -- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation -- Element 1 Body Language -- The Power of Delivery in Negotiation -- Presentation Skills: Beyond Mere Conversation -- The Power of Verbal Communication -- Aligning with Your Audience's Perspective -- The Impact of Multisensory Engagement -- Start with Facial Expressions -- Element 2 Eye Contact -- Element 3 Gesticulations -- The Do's and Don'ts of Body Posture -- Gesticulation: A Personalized Approach -- Avoiding Distracting Habits -- Illustrating Your Points -- Conveying Confidence and Respect -- Element 4 The Role of Voice -- Volume -- Tone -- Speed -- Breathing -- Element 5 Humor -- Leveraging Humor in the Negotiation -- The Dynamics of Humor in Negotiation -- Practical Humor Strategies in Negotiations -- The Pitfalls of Humor Missteps -- Element 6 Use of Feet -- Element 7 Image -- Good Advice -- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science -- Element 8 The Crucial Role of Mathematics -- Element 9 Negotiating in a Foreign Language -- Individual versus Group -- Status, Titles, Mode of Address, and More -- Religion and Politics -- Should You Blot Out Yourself? -- Behavior -- Formal Contact Paths -- Technical Competence -- Evaluation Norms for Technical Standards -- Choice of Strategy -- Time Factor -- Special Economic Features -- Corruption -- Element 10 The Journey of Learning -- Stage 1: Unconscious Incompetence -- Stage 2: Conscious Incompetence -- Stage 3: Conscious Competence -- Stage 4: Unconscious Competence -- Element 11 Education -- Element 12 Negotiation Training -- Element 13 Asymmetric Value How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share -- Who Has the Lowest Cost of Ownership? -- Element 14 Subject Matter -- Element 15 Leveraging AI to Enhance Your Negotiation Skills -- Chapter 3 Tools: Introduction: Tools for Negotiation -- Element 16 Negotiation Strategy -- Choice of Strategy -- Flexible Tactics -- Element 17 Rules of the Game -- Element 18 Questions -- Types of Questions -- Open Questions -- Closed Questions -- Leading Questions -- Follow-up Questions -- Questions for Your Audience -- Questions from Your Counterpart -- Dealing with Questions You're Not Able to Answer -- Be Specific in Your Questions -- Precision with Language -- How to Hold a Conversation -- Element 19 Openness -- SMARTnership Approach -- Element 20 The Hidden Value: NegoEconomics -- Room for Negotiation -- A Simple Model to Identify NegoEconomics -- The Four-Step Model -- Identifying NegoEconomics in Projects -- From Public Authority to Commercial Enterprise -- Element 21 TrutCurrency -- The Water Bottle Experiment -- Element 22 Strategy Access Matrix (SAM) Model -- Element 23 Threats -- Element 24 Activating Several Senses -- Physical or Intellectual Demonstrations -- Visual Aids -- The Professional Picture -- Use Colors Effectively -- Pacing -- PowerPoint -- Your Personality Is 80 Percent of Your Presentation -- Element 25 Using an Agenda -- Taking the Initiative -- Controlling the Other Party -- Demand a Set Agenda Before You Meet -- Prepare Better -- Know What the Other Party Wants -- When an Agenda Is Unsuitable -- Element 26 Planned Target -- Element 27 Walking Away -- Element 28 Team Dynamics -- Element 29 Division of Roles on the Team -- Element 30 The Trial Balloon and Highball/Lowball Techniques -- The Trial Balloon: Testing the Waters -- The Highball/Lowball Technique: Setting the Negotiation Range Ethical Considerations and Risks -- Element 31 Starting Point, Threshold of Pain, and Target -- Element 32 Variables -- Element 33 The Art of Managing Non-Negotiables -- Element 34 Cross-Cultural Negotiations -- Checklist for International Negotiations -- Element 35 Emotions, Stress, and Personal Chemistry -- Personal Chemistry Is More Important Than Technique -- The Importance of Communication and Awareness -- Rational Decision-Making: A Myth -- Choosing Between Alternatives -- Irrational or Rational? -- Constructive Negotiations Require a Balance between Feeling and Reason -- When Emotions Take Over -- When Decisions Are Based on Incomplete Information -- Identifying Your Counterpart's Needs -- Negotiations and Stress -- The Classic Stress Reaction -- How Our Brain Works -- Choosing Between Fight or Flight -- Time Stress -- Stress Caused by Negative Expectations -- Situational Stress -- Confrontation Stress -- Examples of Stress Signals -- Stress-Inducing Behaviors -- Element 36 Prioritizing Variables: The Key to NegoEconomics -- The Trap of Limited Variables -- Identifying and Expanding Variables -- Prioritization for NegoEconomics -- Your Assignment: Developing More Variables -- Element 37 Listening Skills -- The Vital Role of Two-Way Communication -- The Pitfalls of Ineffective Communication -- The Power of Credible Information Exchange -- Active Listening: Beyond Hearing Words -- Element 38 Understanding and Navigating Salami Negotiations -- The Anatomy of Salami Negotiations -- Example of a Salami Negotiation -- Strategies to Counter Salami Negotiations -- Element 39 Mastering Package Negotiation: A Holistic Approach -- The Essence of Package Negotiation -- The Process of Package Negotiation -- Element 40 Total Cost of Ownership -- Element 41 Confirming a Mandate -- What If Direct Negotiation with Decision-Makers Isn't Feasible? Element 42 The Double-Edged Sword of Ultimatums -- The Strategic Use of Ultimatums -- The Risks of Ultimatums -- Element 43 Time Out: Embracing Preparation and Patience -- Element 44 Checklists -- The Dos of Negotiation -- The Don'ts of Negotiation -- Checklist for a Successful Negotiation Before and During Negotiations -- Post-Negotiation Audit Checklist Negotiation Evaluation -- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions -- Negative Closure Tactics -- Signing the Deal -- Navigating Post-Negotiation Challenges -- The Importance of Documentation -- Element 46 Working with Summaries -- Check by Summarizing -- Document the Process -- Learn How to Listen -- Use Paper and Pen, iPad, or Computer -- Element 47 Anchoring in Negotiation -- The Everyday Salary Negotiation -- Element 48 Postmortems: Navigating the Aftermath -- Post-Negotiation Analysis and Relationship Continuity -- Deciding Whether to Continue the Relationship -- Element 49 Creating a Negotiation Planner -- Your Negotiation Goals -- Your Counterpart's Negotiation Goals -- Chapter 50 The Next Best Alternative in Negotiations -- The Concept of NBA -- Importance in Strategy Development -- Application in Corporate Negotiations -- The Power of Breaks -- Element 51 Testing Limits with Respect -- The Carrot vs. the Stick Approach -- Avoiding Lowball Offers -- Encouraging Dialogue, Not Debate -- The Art of Saying No -- Understanding Pressure Dynamics -- Chapter 4 Tactics: Introduction: Negotiation Tactics -- Element 52 The Combative Negotiator -- Agreement Disputes -- Conflict Is Harmful -- Not Seeing the Whole Picture -- Don't Get Caught in the Trap -- How to Meet a Combative Negotiator -- Meeting Conflict with Conflict -- Element 53 The Concession-Oriented Negotiator -- The Domino Effect of Unilateral Concessions -- Common Mistakes in Concession-Based Negotiations Alternative Approaches: The Strategic Concession -- Unintended Use of Concessions -- Recognizing and Countering Unplanned Concessions -- The Tactical Concession: A Negotiation Tool -- When Concessions Are Admissions -- The Art of Concessions in Negotiation -- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests -- Exploring the Depths of Each Party's Needs -- The Role of Creativity and Flexibility in Compromise -- Building Trust Through Transparent Communication -- The Long-Term Impact of Compromise -- Compromise as a Strategic Tool in Negotiation -- Element 55 Stalling -- The Art of Stalling: A Calculated Move -- Recognizing and Responding to Intentional Stalling -- The Risks and Countermeasures of Tactical Stalling -- Unplanned Stalling: A Sign of Conflict Avoidance -- Strategies to Overcome Unplanned Stalling -- Conclusion: Navigating Through Stalling in Negotiations -- Element 56 The Collaborative Negotiator -- Share the Profit -- Example Hotel Stay -- See the Whole Picture -- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations -- Element 57 Argumentations -- Dealing with Argumentations -- Lock Down the Other Party -- Make No Concessions -- Element 58 Building Rapport with Your Counterpart -- The Role of Oxytocin in Enhancing Negotiation Outcomes -- How Long Should You Talk about the Weather? -- Element 59 Small Talk -- Element 60 Positive and Negative Emotions -- The Impact of Positive Emotions in Negotiations -- Navigating Negative Emotions in Negotiations -- Element 61 Maintaining Emotional Control -- Element 62 Cheating, Bluffing, and Little White Lies -- The Epidemic of Cheating -- Is Bluffing So Bad? -- Element 63 Perseverance -- Use Tact and Patience -- Element 64 Pacing, Rapport, and Lead -- You Have a Choice -- Physiological Matching -- Voice Matching Matching Language and Representative Systems Interpersonal relations Negotiation in business |
| title | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_auth | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_exact_search | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_full | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_fullStr | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_full_unstemmed | The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal |
| title_short | The Elements of Negotiation |
| title_sort | the elements of negotiation 103 tactics for everyone to win in each deal |
| title_sub | 103 Tactics for Everyone to Win in Each Deal |
| topic | Interpersonal relations Negotiation in business |
| topic_facet | Interpersonal relations Negotiation in business |
| work_keys_str_mv | AT jensenkeld theelementsofnegotiation103tacticsforeveryonetowinineachdeal |