LEADER 03664oam 2200613 450 001 9910154760703321 005 20230808193331.0 010 $a1-292-11282-4 035 $a(CKB)3710000000712660 035 $a(SSID)ssj0001654899 035 $a(PQKBManifestationID)16435400 035 $a(PQKBTitleCode)TC0001654899 035 $a(PQKBWorkID)14910959 035 $a(PQKB)11233734 035 $a(MiAaPQ)EBC5186328 035 $a(MiAaPQ)EBC5187611 035 $a(MiAaPQ)EBC5832398 035 $a(MiAaPQ)EBC5136844 035 $a(MiAaPQ)EBC6400332 035 $a(Au-PeEL)EBL5136844 035 $a(OCoLC)940455406 035 $a(EXLCZ)993710000000712660 100 $a20210428d2016 uy 0 101 0 $aeng 135 $aurunu|||||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe leader's guide to negotiation $ehow to use soft skills to get hard results /$fSimon Horton 205 $aFirst edition. 210 1$aHarlow, England :$cPearson Education Limited,$d[2016] 210 4$d©2016 215 $a1 online resource (1 volume) $cillustrations 225 0 $aFinancial Times 300 $aBibliographic Level Mode of Issuance: Monograph 311 $a1-292-11280-8 320 $aIncludes bibliographical references and index. 327 $aCover -- Half Title Page -- Title Page -- Copyright Page -- Contents -- About the author -- Foreword -- part 1 Introduction -- 1 Negotiation fundamentals -- 2 The strong win-win principles -- part 2 Prepare! -- 3 Your win -- 4 Their win -- 5 Multi-party negotiations -- 6 Preparing yourself -- 7 Develop your Plan B -- part 3 Negotiation psychology -- 8 Rapport -- 9 Credibility -- 10 Rapport vs credibility -- 11 Increasing your power -- 12 Turn them into a win-win fanatic -- 13 Channel their self-interest -- 14 Dealing with difficult people -- part 4 Solving the problem -- 15 Problem-solving -- 16 Communication -- 17 Deadlock -- 18 Concessions -- 19 Dealing with dirty tricks -- part 5 Trust -- 20 Seek to trust -- 21 How to tell if you can trust them -- 22 Increase their trustworthi-ness -- 23 What to do if you really cannot trust them at all -- Afterword -- Further reading -- Index. 330 $aPLAY ON YOUR TERMS   Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee.   The Leader's Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations.   'An entertaining, immediately useful book that goes beyond advocating for win-win - Simon Horton shows us how to get there.' Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take   'Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.' Simon Woodroffe, founder of Yo!. 606 $aLeadership 606 $aNegotiation in business 606 $aNegotiation 615 0$aLeadership. 615 0$aNegotiation in business. 615 0$aNegotiation. 676 $a658.4052 700 $aHorton$b Simon$01378044 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bUtOrBLW 906 $aBOOK 912 $a9910154760703321 996 $aThe leader's guide to negotiation$93415933 997 $aUNINA