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The five golden rules of negotiation [[electronic resource] /] / Philippe Korda



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Autore: Korda Philippe Visualizza persona
Titolo: The five golden rules of negotiation [[electronic resource] /] / Philippe Korda Visualizza cluster
Pubblicazione: [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011
Edizione: 1st ed.
Descrizione fisica: 1 online resource (223 p.)
Disciplina: 302.3
Soggetto topico: Negotiation
Soggetto genere / forma: Electronic books.
Soggetto non controllato: negotiation
margin
purchasing
buyers
sellers
sales
price
market
concessions
target price
customer
supplier
offer
balance of power
influence
deadline
risk
bid
demand
request
opponent
defend
negotiation skills
bluff
negotiation strategy
negotiation tricks
negotiation tactics
tender
request for proposal
Note generali: Bibliographic Level Mode of Issuance: Monograph
Nota di bibliografia: Includes bibliographical references (p. [197]) and index.
Nota di contenuto: Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice -- Notes -- Index.
Sommario/riassunto: Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully.
Titolo autorizzato: The five golden rules of negotiation  Visualizza cluster
ISBN: 1-78268-108-6
1-60649-307-8
Formato: Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione: Inglese
Record Nr.: 9910461504303321
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Serie: Human resource management and organizational behavior collection, . 1946-5645.