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Brilliant Negotiations: What the best Negotiators Know, Do and Say

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Notă GoodReads:
en Limba Engleză Paperback – 19 Nov 2007
Negotiating – some of us are naturals, most of us are not. But the benefits of being a brilliant negotiator are immense, in and out of work.
Imagine being able to skilfully and creatively negotiate in any situation – knowing exactly what line of questioning and responses to take, and, most importantly, getting what you want plus a little more.
Brilliant Negotiatons shows you how. It simply walks you through the key strategies and phases of negotiation, provides many examples of right and wrong approaches, and is packed full of insider tips to ensure you get what you want with minimum stress.
DON'T BE GOOD, BE BRILLIANT. 
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Specificații

ISBN-13: 9780273712350
ISBN-10: 0273712357
Pagini: 152
Dimensiuni: 135 x 216 x 11 mm
Greutate: 0.24 kg
Ediția: 1
Editura: Pearson Education
Colecția Prentice Hall
Locul publicării: Harlow, United Kingdom

Cuprins

Chapter 1 – The Basic Structure of Negotiations
  1. The sticker price – “I will not negotiate, that was my one and only offer”.
  2. The sticker price, plus a bit – One side opens with an offer close to their bottom line, but allows minor haggling on price and / or other aspects of the deal.
  3. Haggling – As in a market bazaar or dealing with a double glazing salesman, where it is a mock battle focused on price.
  4. Bargaining – Compared to haggling, bargaining uses more rational approaches such as ones based on established market precedents, actual damages incurred, and the like.
·        Chapter 1 will also outline the four phases of a negotiation.
·        Preparation – If I had to single out just one area where an inexperienced negotiator can get the most additional leverage it is in the preparation prior to a negotiation.
·        The sharing – The two sides start to build a relationship and better understand each others needs, deal breaking issues, and the like.
·        The bargaining / haggling phase – From opening offer, to counter offers, hopefully converging towards a deal that both sides are willing to accept.
·        Closure and commitment – Doing the deal and ensuring that the deal will stick.
Chapter 2 – Preparation
There are many issues that can be researched and considered before bargaining starts.
Chapter 3 – The sharing
The early phases of a negotiation, especially large set piece negotiations, need to start with the building of a relationship between the parties, and the sharing of information about needs and concerns.
Chapter 4 – Haggling
A relatively short chapter, but one which I will use to illustrate the very difficult issue of price negotiations.
Chapter 5 – Bargaining
This chapter will contain many examples of negotiating tactics. It is likely to be the longest chapter in the book.
Chapter 6 – Closure and Commitment
The difference between closure and commitment will be discussed along with the techniques for ensuring commitment.
Chapter 7 – Ethics and the Law
Chapter 8 – Knowing it, Doing it, Saying it
This chapter includes worked examples of how to handle more complicated and problematic situations that don’t fit into the rest of the book.
This chapter also addresses common negotiating scenarios such as purchasing a product or service, negotiating a pay rise, or buying / selling a company.
Chapter 9 – Conclusions

Recenzii

"Peeling is clear with his advice and makes the important distinction between haggling and bargaining" - Management Today, January 2009 (readership 303,000)

Notă biografică

Dr Nic Peeling is a research scientist at DERA - The Defence, Evaluation and Research agency.

Textul de pe ultima copertă

Do you want to be able to skilfully and creatively negotiate in any situation?
 
Negotiating – some of us are naturals, most of us are not. But the benefits of being a brilliant negotiator are immense, in and out of work.
Brilliant Negotiations shows you how. It simply walks you through the key strategies and phases of negotiation, provides many examples of right and wrong approaches, and is packed full of insider tips to ensure you get what you want with minimum stress.
 
BRILLIANT OUTCOMES
Get the most out of every negotiation situation.
Get what you want and even a little more!
Learn to be a tough and respected negotiator.
 
'Big rewards can be gained from skilful negotiation and this book with its insight and highly practical approach gives you everything you need to go after them.'
Sir John Chisholm, Chairman, QinetiQ

Caracteristici

  • Learn how to skilfully and creatively negotiate in any situation.
  • Brilliant Negotiations walks you through the key strategies and phases of negotiation, provides examples of right/wrong approaches and is packed with insider tips to ensure you get what you want with minimum stress.
  • This book taches how to negotiate successfully at work and home.