LEADER 06770nam 22006255 450 001 9910298499803321 005 20200919191558.0 010 $a1-4842-0850-1 024 7 $a10.1007/978-1-4842-0850-2 035 $a(CKB)3710000000359010 035 $a(EBL)1998673 035 $a(SSID)ssj0001452128 035 $a(PQKBManifestationID)11801493 035 $a(PQKBTitleCode)TC0001452128 035 $a(PQKBWorkID)11479940 035 $a(PQKB)10670942 035 $a(DE-He213)978-1-4842-0850-2 035 $a(MiAaPQ)EBC1998673 035 $a(PPN)184494915 035 $a(CaSebORM)9781484208502 035 $a(EXLCZ)993710000000359010 100 $a20150219d2015 u| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aAdvanced Negotiation Techniques$b[electronic resource] /$fby Steve Hay, Alan McCarthy, John Hay Agent for RDC 205 $a1st ed. 2015. 210 1$aBerkeley, CA :$cApress :$cImprint: Apress,$d2015. 215 $a1 online resource (163 p.) 300 $aIncludes index. 311 $a1-4842-0851-X 327 $aContents; Introduction; Chapter 1: Our Philosophy of Negotiation; A Definition of Negotiation; A Little Bit of Theory; Chapter 2: Strategies for Resolving Conflict; Negotiating Is Not Haggling; Chapter 3: Our Four Negotiation Mantras; Mantra 1: Negotiation Is Perceptual, Not Factual; Mantra 2: Clear Yourself of Emotion and Be Pragmatic; Mantra 3: Negotiation Is Cooperative, Not Competitive; Mantra 4: Rapport First, Understanding Second; Chapter 4: Overview of the Five Phases of Negotiation; Phase 1: Plan; What's the Alternative?; Competitor Analysis; Due Diligence; Information; The Agenda 327 $aPhase 2: DiscussPhase 3: Propose; This Is Not the Same as a Sales Proposal; What Is Meant by Propose in a Negotiation; Phase 4: Trade; Phase 5: Agree and Confirm; Commitment and Documentation; Chapter 5: Ten Golden Rules for Successful Negotiation; 1: Don't Negotiate Unless You Need To; 2: Never Negotiate with Yourself; 3: Never Accept the First Offer; 4: Never Make the First Offer If You Can Help It; 5: Listen More and Talk Less; 6: There are no Free Gifts; 7: Always Isolate Cost, Price, and Value; 8: Watch Out for the Salami Effect; 9: Never Make a Quick Deal 327 $a10: Never Disclose Your Bottom LineSummary of the Ten Golden Rules; Chapter 6: Negotiation Planning in Practice; Chapter 7: The RDC Ten-Point Plan; Plan Point 1: What Is the Reason for the Conflict?; Plan Point 2: What Are the Interests Around These Issues?; Plan Point 3: Analysis of Wants and Needs; Maslow's Hierarchy of Needs; Plan Point 4: Recognition of Common Ground; Plan Point 5: Who Has More Power?; Plan Point 6: Questions to Ask; Plan Point 7: Corral the Information You Have; Plan Point 8: Negotiation Team Roles; Four Team Roles; Leader; Summarizer; Observer; Supporter 327 $aSummary of RolesPlan Point 9: The Other Party's Team Roles; Style; Dealing with Their Emotions; Tactics; Track Record; Plan Point 10: The Three Trading Questions; Is This the End of the Planning Phase?; Chapter 8: Negotiating for a Super-Win; Chapter 9: Detailed Proposal Design (The Jellyfish); Using the Jellyfish to Analyze Their Offer; Alternative Flavors of Jellyfish?; Chapter 10: Breaking a Negotiation Deadlock; Chapter 11: Cross-Cultural Issues in Negotiation; Behavior and Cultural Differences; The Rule of Law Index; Chapter 12: Hostage Negotiation Perspective 327 $aDifferent Types of NegotiationSimilarities and Lessons to Learn; Kidnap for Money; Conclusions on the Hostage Perspective; Chapter 13: Diplomatic Negotiation Perspective; Chapter 14: The Physical Arrangements; Chapter 15: Strategic Framework for Negotiation; Reflective Practice and Coaching in Negotiation; A Common Vocabulary; The Virtual Coach; Chapter 16: Summary and Conclusion; Appendix A: Negotiating Styles; Appendix B: Negotiation Influence Behaviors; Index; About the Authors; Other Apress Business Titles You Will Find Useful 330 $aAdvanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether?for instance, in such areas as international diplomatic services, including hostage and kidnap situations. As you?ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn: The ten golden rules for successful negotiations How to handle conflicts with your negotiating partners What hostage and kidnapping negotiations can teach managers negotiating in business settings How to ensure both sides perceive any agreement as a "win" Achieve higher-profit deals in difficult circumstances In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life. 606 $aBusiness 606 $aManagement science 606 $aBusiness and Management, general$3https://scigraph.springernature.com/ontologies/product-market-codes/500000 615 0$aBusiness. 615 0$aManagement science. 615 14$aBusiness and Management, general. 676 $a650 700 $aHay$b Steve$4aut$4http://id.loc.gov/vocabulary/relators/aut$01064999 702 $aMcCarthy$b Alan$4aut$4http://id.loc.gov/vocabulary/relators/aut 702 $aAgent for RDC$b John Hay$4aut$4http://id.loc.gov/vocabulary/relators/aut 801 0$bUMI 801 1$bUMI 906 $aBOOK 912 $a9910298499803321 996 $aAdvanced Negotiation Techniques$92542205 997 $aUNINA