Practical negotiating tools, tactics, & techniques
Praise for Practical Negotiating: Tools, Tactics & Techniques ""Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one i...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
John Wiley & Sons
c2007.
|
| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627061906719 |
Tabla de Contenidos:
- PRACTICAL NEGOTIATING; Contents; Acknowledgments; Chapter 1: The Need for Negotiation; Conflict in Our Lives; Process of Exchange; Introduction to Planning and Executing the Negotiation; Audience for Practical Negotiating; Chapter 2: Wants and Needs; Win-Win Agreements; Wants versus Needs; Case Analysis; Practical Application; Chapter 3: Setting Objectives and Determining Positions; Needs and Objectives; Creating a Needs/Objectives Matrix; Determining Position and Settlement Range; Practical Application; Chapter 4: Currencies and Concessions; Currencies of Exchange; Concessions
- Making Positive ExchangesPractical Application; Chapter 5: Power in Negotiation; The Paradox of Power; The Rule of Power in Negotiation; Practical Application; Case Analysis; Planning Guide-Part 1; Chapter 6: Negotiation Model: Stages with Critical Tasks; Stages: The Negotiation Process Road Map; Practical Application; Chapter 7: Negotiation Styles and Key Skills; The Difference between Negotiation Styles and Skills; Choosing the Best Overall Approach; Negotiation Styles; Key Skills; Practical Application; Chapter 8: Win-Win Tactics; Tactics Defined; Win-Win Tactics; Practical Application
- Chapter 9: Adversarial Tactics and CountertacticsAdversarial Tactics; Practical Application; Chapter 10: Tactical Orientation; How to Determine Your Tactical Orientation; Tactical Orientation Continuum; Practical Application; Chapter 11: Special Negotiation Situations; Negotiating in Buy and Sell Situations; Internal Negotiations; Negotiating with Your Boss; Team Negotiations; Practical Application; Chapter 12: Putting It All Together; Practical Negotiating: Planning Guide-Annotated; Conclusion; Appendix A: Negotiation Style Survey; Instructions
- Appendix B: Practical Negotiating: Planning GuideStep 1: Determine Wants and Needs; Step 2: Position Development; Step 3: Currencies/Options; Step 4: Power Assessment Step 5: Planning to Execute Stages; Step 6: Assessing Your Negotiating Styles; Step 7: Determine Your Tactical Orientation; Step 8: Tactical Selection; Notes; Bibliography; Index
