LEADER 04918nam 22007335 450 001 9910298163503321 005 20230413050840.0 010 $a3-319-06194-1 024 7 $a10.1007/978-3-319-06194-8 035 $a(CKB)3710000000134575 035 $a(EBL)1782908 035 $a(SSID)ssj0001268790 035 $a(PQKBManifestationID)11863984 035 $a(PQKBTitleCode)TC0001268790 035 $a(PQKBWorkID)11277782 035 $a(PQKB)11711615 035 $a(MiAaPQ)EBC1782908 035 $a(DE-He213)978-3-319-06194-8 035 $a(iGPub)SPNA0032291 035 $a(PPN)17976456X 035 $a(EXLCZ)993710000000134575 100 $a20140617d2014 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe hidden rules of successful negotiation and communication $eGetting to Yes! /$fby Marc O. Opresnik 205 $a1st ed. 2014. 210 1$aCham :$cSpringer International Publishing :$cImprint: Springer,$d2014. 215 $a1 online resource (144 p.) 225 1 $aManagement for Professionals,$x2192-8096 300 $aDescription based upon print version of record. 311 $a1-322-13511-8 311 $a3-319-06193-3 320 $aIncludes bibliographical references. 327 $aIntroduction -- How You Learn to Successfully Negotiate -- Prepare for the Negotiation in Advance -- Gain Self-Motivation Through the Right Attitude -- Create Confidence and a Positive Basis for Discussion by the Proper Greeting -- Find Out the Objectives of Your Negotiating Partner -- Always Negotiate With a Sense of the Benefits for Your Negotiating Partner -- How to Respond to Objections and What to Do When It Gets Tough -- Special Aspects of Price Negotiations -- To Come to a Good Conclusion -- After the Negotiation Is Before the Negotiation -- Final Word. 330 $aEvery day we negotiate, whether in private or professional life. Discover the secrets of successful negotiation and learn successful negotiation techniques from a book packed with expert tips and practical examples! Discern what motivations lie behind the actions of your negotiating partners and learn how to prepare yourself optimally, keep a cool head in difficult situations and successfully implement the lessons of negotiation psychology!   This modern counselor provides insights into economic, psychological and social aspects of negotiations in an innovative and easy -to-read manner. He turns gray theory into colorful reading. Dr. Sandra Maria Gronewald, journalist and presenter for ZDF   In this compact and easy to understand book you will find many beneficial observations and educational experiences. Prof. Dr. Dr. h.c. Bert Rürup , former Chairman of the German Council of Economic Experts   This book is an indispensable guide for anyone who wants to make communication more successful. Prof. Dr. Burkhard Schwenker, Chairman of the Executive Committee of the consulting firm Roland Berger Strategy Consultants   This book contains case studies for effective practice that explain what is most important in negotiations. Stefan Dräger, Chairman of Dräger Verwaltungs AG In this compact and easy-to-read book, the author illustrates how negotiations can be made more successful. Carsten Cramer, Director of Marketing and Authorized Signatory of Borussia Dortmund GmbH & Co. KgaA   A valuable and important book for everyone who needs to communicate easily and to negotiate successfully. Dr. Dietmar Otti, Managing Director of Marketing at Axel Springer Media Impact. 410 0$aManagement for Professionals,$x2192-8096 606 $aLeadership 606 $aBusiness 606 $aCommunication 606 $aIndustrial psychology 606 $aBusiness Strategy/Leadership$3https://scigraph.springernature.com/ontologies/product-market-codes/515010 606 $aPopular Science in Business and Management$3https://scigraph.springernature.com/ontologies/product-market-codes/Q42000 606 $aCommunication Studies$3https://scigraph.springernature.com/ontologies/product-market-codes/X28000 606 $aIndustrial and Organizational Psychology$3https://scigraph.springernature.com/ontologies/product-market-codes/Y20030 615 0$aLeadership. 615 0$aBusiness. 615 0$aCommunication. 615 0$aIndustrial psychology. 615 14$aBusiness Strategy/Leadership. 615 24$aPopular Science in Business and Management. 615 24$aCommunication Studies. 615 24$aIndustrial and Organizational Psychology. 676 $a658.4052 700 $aOpresnik$b Marc O$4aut$4http://id.loc.gov/vocabulary/relators/aut$01059767 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910298163503321 996 $aThe Hidden Rules of Successful Negotiation and Communication$92508115 997 $aUNINA