The truth about negotiations
“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Upper Saddle River, N.J. :
Pearson Education/FT Press
c2008.
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| Edición: | 1st edition |
| Colección: | Prentice Hall truth about series.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627007706719 |
Tabla de Contenidos:
- Truth 1. If you have only one hour to prepare
- Truth 2. Negotiation: A natural gift?
- Truth 3. Rehearsal might get you to Carnegie, but it won't help you negotiate
- Truth 4. power of making the first offer
- Truth 5. What if you don't make the first offer?
- Truth 6. Don't be a tough or a nice negotiator
- Truth 7. Four sand traps in the golf game of negotiation
- Truth 8. Your industry is unique (and other myths)
- Truth 9. Identify your BATNA
- Truth 10. It's alive! Constantly improve your BATNA
- Truth 11. Don't reveal your BATNA
- Truth 12. Don't lie about your BATNA
- Truth 13. Signal your BATNA
- Truth 14. Research the other party's BATNA
- Truth 15. Develop your reservation price
- Truth 16. Beware of ZOPA myopia
- Truth 17. Set optimistic but realistic aspirations
- Truth 18. Plan your concessions
- Truth 19. Be aware of the "even-split" ploy
- Truth 20. pregame
- Truth 21.
- game
- Truth 22. postgame
- Truth 23. What does "win-win" really mean?
- Truth 24. Satisficing versus optimizing
- Truth 25. There are really only two kinds of negotiations
- Truth 26. Ask triple-l questions
- Truth 27. Reveal your interests
- Truth 28. Negotiate issues simultaneously, not sequentially
- Truth 29. Logrolling (I scratch your back, you scratch mine)
- Truth 30. Make multiple offers of equivalent value simultaneously
- Truth 31. Postsettlement settlements
- Truth 32. Contingent agreements
- Truth 33. Are you an enlightened negotiator?
- Truth 34. reciprocity principle
- Truth 35. reinforcement principle
- Truth 36. similarity principle
- Truth 37. Know when to drop an anchor
- Truth 38. framing effect
- Truth 39. Responding to temper tantrums
- Truth 40. What's your sign? (Know your disputing style)
- Truth 41. Using power responsibly
- Truth 42. Saving face
- Truth 43. How to negotiate with someone you hate
- Truth 44. How to negotiate with someone you love
- Truth 45. Building the winning negotiation team
- Truth 46. What if they arrive with a team?
- Truth 47. Of men, women, and pie-slicing
- Truth 48. Know why the fish swim
- Truth 49. It does not make sense to always get to the point
- Truth 50. Negotiating on the phone
- Truth 51. Your reputation
- Truth 52. Building trust
- Truth 53. Repairing broken trust.
