Negotiating for dummies [[electronic resource]]

• Autore: Donaldson Michael C
• Pubblicazione: Hoboken, NJ, : Wiley, 2007
• Edizione: 2nd ed.
• Descrizione fisica: 1 online resource (385 p.)
• Disciplina: 658.4/052; 658.4052
• Soggetto topico: Negotiation; Negotiation in business
• Note generali: Previous ed.: Foster City, Calif.: IDG, 1996.; Includes index.
• Nota di contenuto: Negotiating For Dummies, 2nd Edition; About the Author; Dedication; Author's Acknowledgments; Contents at a Glance; Table of Contents; Foreword; Introduction; Who Needs to Read This Book?; Foolish Assumptions; About This Book; How This Book Is Organized; Icons Used in This Book; Where to Go from Here; Part I: Preparing to Negotiate; Chapter 1: Negotiating for Life; When Am I Negotiating?; The Six Basic Skills of Negotiating; Handling All Sorts of Negotiations; Chapter 2: Knowing What You Want and Preparing to Get It; Creating Your Vision; Deciding How You Are Going to Achieve Your Vision ; Preparing Yourself for NegotiationDefining Your Space; Chapter 3: Mapping the Opposition; Identifying the Person Conducting the Negotiation; Filling Out the Information Checklist; Determining the Negotiator's Level of Authority; Finding the Negotiator's Key Client; Focusing on the Negotiator's Interests; Chapter 4: Knowing the Marketplace; Gathering Information: The One with the Most Knowledge Wins; Playing Detective and Evaluating Info; Preparing from the General to the Specific; Chapter 5: Setting Goals; Setting a Good Goal; Separating Long-Range Goals from Short-Range Goals ; Setting the Opening OfferBreaking the Stone Tablet; Chapter 6: Setting and Enforcing Limits; What It Means to Set Limits; Setting Limits in Three Easy Steps; Enforcing Your Limits; Practicing Negotiating toward a Limit; How to Tell the Other Party When You're the One Walking Away; The Consequences of Not Setting Limits; Re-examining Your Limits; Sometimes, the Best Deal in Town Is No Deal at All; Part II: Getting Your Point Across; Chapter 7: Listening - Really, Truly Listening; Two Quick and Easy Starter Tips to Better Listening; Six Barriers to Being a Good Listener ; Becoming a Good ListenerListening Your Way up the Corporate Ladder; Chapter 8: Asking the Right Questions; Tickle It Out: The Art of Coaxing Out Information; Asking Good Questions: A Real Power Tool; Dealing with Unacceptable Responses; Look for Evidence of Listening; Chapter 9: Listening to Body Language; Everybody's Bilingual; What Our Bodies Can Say; Using Your Knowledge of Body Language in Your Next Negotiation; Don't Believe Everything You See; Chapter 10: Tuning In to Your Inner Voice; The Origins of Your Inner Voice; Bringing Out Your Inner Voice; Heeding Special Messages ; Chapter 11: Being Crystal Clear: Telling It Like It IsWhat Being Clear Means; Organizing Your Thoughts for Clarity; Tips for Being Clear; Steering Others to Clarity; Capturing an Audience; When You Have to Say No; Barriers to Clarity; The High Cost of Not Being Clear; Phrases You Should Never Use during a Negotiation; How to Really Garble Communication; Part III: Getting Past the Glitches to Close It Up; Chapter 12: Pushing the Pause Button to Turn Off the Hot Buttons; Defining the Pause Button; Telling the Other Person That You Need a Pause; Knowing When to Pause ; If You're Not the Only One to Pause
• Sommario/riassunto: People who can't or won't negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they're getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions-everything from buying a car to upping your salary. Find out how to:Develop a negotiating styleMap out the oppositionSet goals and limitsListen, then ask the right questionInterpret body la
• Titolo autorizzato: Negotiating for dummies
• ISBN: 1-118-06808-4; 0-470-13990-0
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 996339136003316
• Lo trovi qui: Univ. di Salerno
• Serie: --For dummies.