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Black belt negotiating : become a master negotiator using powerful lessons from the martial arts / / Michael Soon Lee ; with Grant Tabuchi
| Black belt negotiating : become a master negotiator using powerful lessons from the martial arts / / Michael Soon Lee ; with Grant Tabuchi |
| Autore | Lee Michael Soon |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, c2007 |
| Descrizione fisica | vi, 241 p |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | TabuchiGrant |
| Soggetto topico |
Negotiation in business
Industrial management |
| ISBN |
9786611128098
9781621983675 1621983676 9781281128096 1281128090 9780814400753 0814400752 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Intro -- CONTENTS -- THANKS -- INTRODUCTION Martial Arts and the Tao of Negotiating -- PART I White Belt -- 1 Modern Lessons from an Ancient Tradition -- 2 Overcoming Fear of the Blow -- 3 Playing to Win -- PART II Yellow Belt -- 4 Learning the Rules of Power -- 5 Spying on Your Opponent -- 6 Identifying Vital Striking Points -- PART III Green Belt -- 7 Developing the Fighting Stance -- 8 Opening Tactics -- 9 Reading Your Opponent -- PART IV Blue Belt -- 10 Countering Your OpponentÌs Moves -- 11 Finding Middle Ground -- 12 Distance Yourself from the Battle -- PART V Red Belt -- 13 Making Time Your Ally -- 14 Developing Advanced Fighting Skills -- 15 Breaking Impasses -- PART VI Brown Belt -- 16 Turning the Battle in Your Favor -- 17 Dealing with Dirty Fighters -- PART VII Black Belt -- 18 Ending the Contest with Respect -- 19 The Road to Continuous Improvement -- APPENDIX -- REFERENCES -- INDEX. |
| Record Nr. | UNINA-9911006691503321 |
Lee Michael Soon
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| New York, : American Management Association, c2007 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Great negotiators : how the most successful business negotiators think and behave / / Tom Beasor
| Great negotiators : how the most successful business negotiators think and behave / / Tom Beasor |
| Autore | Beasor Tom <1951-, > |
| Pubbl/distr/stampa | London : , : Routledge, , 2016 |
| Descrizione fisica | 1 online resource (292 p.) |
| Disciplina | 658.4/052 |
| Soggetto topico | Negotiation in business |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-315-25382-8
1-281-09852-3 9786611098520 0-7546-8550-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; Introduction; Section 1 Practical Hints & Tips; Section 2 Planning & Preparation; Section 3 Negotiation Philosophy; Section 4 Practical Examples & Good Stories; Section 5 The International Perspective; Section 6 The Power of Poker; Bibliography |
| Record Nr. | UNINA-9910458341403321 |
|
Beasor Tom <1951-, >
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| London : , : Routledge, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Great negotiators : how the most successful business negotiators think and behave / / Tom Beasor
| Great negotiators : how the most successful business negotiators think and behave / / Tom Beasor |
| Autore | Beasor Tom <1951-, > |
| Pubbl/distr/stampa | London : , : Routledge, , 2016 |
| Descrizione fisica | 1 online resource (292 p.) |
| Disciplina | 658.4/052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-351-93220-9
1-315-25382-8 1-281-09852-3 9786611098520 0-7546-8550-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover; Contents; Introduction; Section 1 Practical Hints & Tips; Section 2 Planning & Preparation; Section 3 Negotiation Philosophy; Section 4 Practical Examples & Good Stories; Section 5 The International Perspective; Section 6 The Power of Poker; Bibliography |
| Record Nr. | UNINA-9910784791603321 |
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Beasor Tom <1951-, >
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| London : , : Routledge, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-470-57344-9
9786612549274 0-470-57342-2 1-282-54927-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""Cover ""; ""Title Page ""; ""Copyright ""; ""Contents ""; ""Figures, Tables, and Exhibit ""; ""Preface ""; ""Part One: The Essentials of Global and Multicultural Negotiation ""; ""Chapter 1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations""; ""A Definition of Culture""; ""What is Negotiation?""; ""Cultural Variations regarding the Essential Purposes of Negotiations""
""Preparations for Intercultural Negotiations and Dispute Resolution""""Conclusion""; ""Chapter 2 The Wheel of Culture ""; ""The Outer Rim: Natural Environment, History, and Social Structures""; ""The Inner Rim""; ""The Spokes of the Wheel""; ""Conclusion""; ""Chapter 3 Strategies for Global Intercultural Interactions ""; ""Basic Negotiation Strategies""; ""Making Negotiation Choices to Facilitate Coordination""; ""Conclusion"" ""Chapter 4 Cross-Cutting Issues in Negotiation """"Key Cultural Variables that Influence Negotiations""; ""Basic Approaches to Negotiation""; ""Framing and Reframing""; ""Who Engages in Negotiations, and How?""; ""Power and Influence""; ""Conclusion""; ""Appendix: Sources of Power""; ""Part Two: A Step-by-Step Guide to Intercultural Negotiations ""; ""Chapter 5 The Preparation Stage "" ""A Cultural Lens in Preparing for Intercultural Interactions""""Factors in Cultural Analysis""; ""A Brief Guide to Prenegotiation Preparation and Planning""; ""Conclusion""; ""Chapter 6 Beginning Negotiations ""; ""Making First Contacts""; ""Activities for First Meetings""; ""Deeper Exploration of the Purposes of Negotiations""; ""Conclusion""; ""Chapter 7 Identifying and Exploring Issues ""; ""Identifying and Agreeing on Issues to be Discussed"" ""General Strategies for Coordinating the Structure of Talks""""Conclusion""; ""Chapter 8 Cultural Patterns in Information Exchange ""; ""Discussing Issues and Interests and Exchanging Information""; ""Cultural Patterns of Information Sharing""; ""Probing for Additional Information""; ""Conclusion""; ""Chapter 9 Problem Solving and Option Generation""; ""Clarification of Terms Related to Option Generation""; ""Timing of Option Generation""; ""Conducting Discussions on Issues""; ""Generating Options"" ""Cultivating Attitudes of Cooperation"" |
| Record Nr. | UNINA-9910465171703321 |
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Moore Christopher W. <1947->
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| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| ISBN |
0-470-57344-9
9786612549274 0-470-57342-2 1-282-54927-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""Cover ""; ""Title Page ""; ""Copyright ""; ""Contents ""; ""Figures, Tables, and Exhibit ""; ""Preface ""; ""Part One: The Essentials of Global and Multicultural Negotiation ""; ""Chapter 1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations""; ""A Definition of Culture""; ""What is Negotiation?""; ""Cultural Variations regarding the Essential Purposes of Negotiations""
""Preparations for Intercultural Negotiations and Dispute Resolution""""Conclusion""; ""Chapter 2 The Wheel of Culture ""; ""The Outer Rim: Natural Environment, History, and Social Structures""; ""The Inner Rim""; ""The Spokes of the Wheel""; ""Conclusion""; ""Chapter 3 Strategies for Global Intercultural Interactions ""; ""Basic Negotiation Strategies""; ""Making Negotiation Choices to Facilitate Coordination""; ""Conclusion"" ""Chapter 4 Cross-Cutting Issues in Negotiation """"Key Cultural Variables that Influence Negotiations""; ""Basic Approaches to Negotiation""; ""Framing and Reframing""; ""Who Engages in Negotiations, and How?""; ""Power and Influence""; ""Conclusion""; ""Appendix: Sources of Power""; ""Part Two: A Step-by-Step Guide to Intercultural Negotiations ""; ""Chapter 5 The Preparation Stage "" ""A Cultural Lens in Preparing for Intercultural Interactions""""Factors in Cultural Analysis""; ""A Brief Guide to Prenegotiation Preparation and Planning""; ""Conclusion""; ""Chapter 6 Beginning Negotiations ""; ""Making First Contacts""; ""Activities for First Meetings""; ""Deeper Exploration of the Purposes of Negotiations""; ""Conclusion""; ""Chapter 7 Identifying and Exploring Issues ""; ""Identifying and Agreeing on Issues to be Discussed"" ""General Strategies for Coordinating the Structure of Talks""""Conclusion""; ""Chapter 8 Cultural Patterns in Information Exchange ""; ""Discussing Issues and Interests and Exchanging Information""; ""Cultural Patterns of Information Sharing""; ""Probing for Additional Information""; ""Conclusion""; ""Chapter 9 Problem Solving and Option Generation""; ""Clarification of Terms Related to Option Generation""; ""Timing of Option Generation""; ""Conducting Discussions on Issues""; ""Generating Options"" ""Cultivating Attitudes of Cooperation"" |
| Record Nr. | UNINA-9910792293803321 |
|
Moore Christopher W. <1947->
|
||
| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Handbook of global and multicultural negotiation / / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation / / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| ISBN |
9786612549274
9780470573440 0470573449 9780470573426 0470573422 9781282549272 1282549278 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
""Cover ""; ""Title Page ""; ""Copyright ""; ""Contents ""; ""Figures, Tables, and Exhibit ""; ""Preface ""; ""Part One: The Essentials of Global and Multicultural Negotiation ""; ""Chapter 1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations""; ""A Definition of Culture""; ""What is Negotiation?""; ""Cultural Variations regarding the Essential Purposes of Negotiations""
""Preparations for Intercultural Negotiations and Dispute Resolution""""Conclusion""; ""Chapter 2 The Wheel of Culture ""; ""The Outer Rim: Natural Environment, History, and Social Structures""; ""The Inner Rim""; ""The Spokes of the Wheel""; ""Conclusion""; ""Chapter 3 Strategies for Global Intercultural Interactions ""; ""Basic Negotiation Strategies""; ""Making Negotiation Choices to Facilitate Coordination""; ""Conclusion"" ""Chapter 4 Cross-Cutting Issues in Negotiation """"Key Cultural Variables that Influence Negotiations""; ""Basic Approaches to Negotiation""; ""Framing and Reframing""; ""Who Engages in Negotiations, and How?""; ""Power and Influence""; ""Conclusion""; ""Appendix: Sources of Power""; ""Part Two: A Step-by-Step Guide to Intercultural Negotiations ""; ""Chapter 5 The Preparation Stage "" ""A Cultural Lens in Preparing for Intercultural Interactions""""Factors in Cultural Analysis""; ""A Brief Guide to Prenegotiation Preparation and Planning""; ""Conclusion""; ""Chapter 6 Beginning Negotiations ""; ""Making First Contacts""; ""Activities for First Meetings""; ""Deeper Exploration of the Purposes of Negotiations""; ""Conclusion""; ""Chapter 7 Identifying and Exploring Issues ""; ""Identifying and Agreeing on Issues to be Discussed"" ""General Strategies for Coordinating the Structure of Talks""""Conclusion""; ""Chapter 8 Cultural Patterns in Information Exchange ""; ""Discussing Issues and Interests and Exchanging Information""; ""Cultural Patterns of Information Sharing""; ""Probing for Additional Information""; ""Conclusion""; ""Chapter 9 Problem Solving and Option Generation""; ""Clarification of Terms Related to Option Generation""; ""Timing of Option Generation""; ""Conducting Discussions on Issues""; ""Generating Options"" ""Cultivating Attitudes of Cooperation"" |
| Record Nr. | UNINA-9910958238803321 |
|
Moore Christopher W. <1947->
|
||
| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
How to become a better negotiator / / Richard A. Luecke, James G. Patterson
| How to become a better negotiator / / Richard A. Luecke, James G. Patterson |
| Autore | Luecke Richard |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | New York, : AMACOM/American Management Association, c2008 |
| Descrizione fisica | 1 online resource (112 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | PattersonJames G |
| Collana | WorkSmart |
| Soggetto topico | Negotiation in business |
| ISBN |
9786611271183
9781621983187 1621983188 9781281271181 1281271187 9780814401873 0814401872 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Contents; Preface; Chapter 1 Win-Lose or Win-Win; Chapter 2 Three Indispensable Concepts; Chapter 3 Communication Styles; Chapter 4 Listening as a Primary Negotiating Skill; Chapter 5 Managing Conflict; Chapter 6 The Importance of Assertiveness; Chapter 7 Prepare to Negotiate; Chapter 8 Doing the Deal; Chapter 9 Common Pitfalls; Selected Readings; Index; A; B; C; D; E; F; G; H; I; J; L; M; N; O; P; Q; R; S; T; U; V; W; Z |
| Record Nr. | UNINA-9911006816803321 |
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Luecke Richard
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| New York, : AMACOM/American Management Association, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
How to negotiate effectively / / David Oliver [[electronic resource]]
| How to negotiate effectively / / David Oliver [[electronic resource]] |
| Autore | Oliver David <1951-> |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2006 |
| Descrizione fisica | 1 online resource (x, 137 p. ) |
| Disciplina | 658.4/052 |
| Collana | Creating success How to negotiate effectively |
| Soggetto topico |
Negotiation in business
Negotiation |
| ISBN |
1-280-86948-8
9786610869480 0-7494-5181-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Intro -- Contents -- Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- Enhance your authority -- The authority of print -- The authority of information -- The authority of patience -- The authority of positive posturing -- The authority of levers -- The authority of resolved weaknesses -- Tactics and countermeasures -- Aspiration lowering -- It's all I have got -- The hurdle! -- The A-Team factor -- Erosion -- The upward spiral -- This is not negotiable -- What ifs -- Deadlines -- Negotiable variables - or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- Rules for making concessions -- Trade in small steps -- Trade concessions one at a time -- Aim higher than you think -- Don't split the difference -- Watch out for the shocker -- Don't be first to accede to pressure on primary items -- Help the other person to feel they have a good deal -- Maximise the value of what you offer -- Minimise the value of what they are offering -- Don't just think it! -- Looking for negotiable variables -- Find areas for negotiable variables -- Identify key variables and their place in the negotiation -- Build in some negotiable variables -- Determine whether this is long term or short term -- Potential sources of negotiable variables -- The magic 'if' -- Use silence -- Handling deadlock -- Watch out for frustration -- Avoid immovable positions.
Avoid price rot -- The bridging moment -- Make a statement - ask a question -- The way forward -- Questions, questions, questions -- Questioning - an overview -- Questions make the difference -- Asking questions is the method of navigation -- The outcome of questions -- What sort of questions? -- An exercise -- Six summary reasons for asking questions -- The authority of your counterpart -- Ensure your counterpart has the authority to negotiate -- Check the power behind the scenes -- Manage the power behind the scenes -- Have we got the decisionmaker/s? -- Post purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the samedeal -- Effective negotiators balance their team carefully -- Effective negotiators keep the whole package in mind -- Effective negotiators have a good alternative -- Effective negotiators avoid irritators -- Effective negotiators embrace mistakes -- Effective negotiators have an eye for body language -- Effective negotiators always stay in control -- Characteristics of ineffective negotiators -- Dos and don'ts -- Do always maintain the initiative -- Do put things in writing -- Do learn to use higher authority -- Do conceal your emotions -- Do ask for discount when paying cash -- Do use experts -- Don't expect to win them all -- Don't be afraid to break off negotiation -- Don't attack your counterpart - attack the problem -- Don't show triumph -- Don't deal in round numbers -- Don't indicate movement before you need to -- Don't dig your heels in -- Don't be afraid to go back and try again -- Don't be afraid of risk -- Don't succumb to dangerous phrases -- Don't be afraid to make your counterpart work hard. Do identify buying signals in your negotiations -- Do look out for personality mirrors -- Three specific techniques -- Specific tips for negotiating print and promotion -- Price rises - how to get it wrong -- Do research before you buy -- Final words -- The ones that nearly got away -- The ten commandments -- Don't be afraid to give -- How to eat the elephant -- Contact details -- Appendix -- Negotiation workshops tailored to your company or department. |
| Record Nr. | UNINA-9910143267703321 |
|
Oliver David <1951->
|
||
| London ; ; Philadelphia, : Kogan Page, 2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
How to negotiate effectively / / David Oliver [[electronic resource]]
| How to negotiate effectively / / David Oliver [[electronic resource]] |
| Autore | Oliver David <1951-> |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | London ; ; Philadelphia, : Kogan Page, 2006 |
| Descrizione fisica | 1 online resource (x, 137 p. ) |
| Disciplina | 658.4/052 |
| Collana | Creating success How to negotiate effectively |
| Soggetto topico |
Negotiation in business
Negotiation |
| ISBN |
1-280-86948-8
9786610869480 0-7494-5181-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Intro -- Contents -- Introduction -- Definition -- Know what negotiation is -- Know what negotiation isn't -- Win-win -- Count the cost -- Commitment -- Objective -- Strategy -- Tactics -- Six key elements -- Prepare -- Rehearse -- Describe your position -- Propose -- Bargain -- Agree -- Introductory comments -- The quandary of uncertainty -- Avoid intransigence -- Understand aspiration -- Never say yes first time -- What we think conditions our approach -- Before presenting a solution, make sure you understand the needs -- Enhance your authority -- The authority of print -- The authority of information -- The authority of patience -- The authority of positive posturing -- The authority of levers -- The authority of resolved weaknesses -- Tactics and countermeasures -- Aspiration lowering -- It's all I have got -- The hurdle! -- The A-Team factor -- Erosion -- The upward spiral -- This is not negotiable -- What ifs -- Deadlines -- Negotiable variables - or tradeable concessions -- Never give, always trade -- Trade what is inexpensive to you -- Don't give goodwill concessions -- Rules for making concessions -- Trade in small steps -- Trade concessions one at a time -- Aim higher than you think -- Don't split the difference -- Watch out for the shocker -- Don't be first to accede to pressure on primary items -- Help the other person to feel they have a good deal -- Maximise the value of what you offer -- Minimise the value of what they are offering -- Don't just think it! -- Looking for negotiable variables -- Find areas for negotiable variables -- Identify key variables and their place in the negotiation -- Build in some negotiable variables -- Determine whether this is long term or short term -- Potential sources of negotiable variables -- The magic 'if' -- Use silence -- Handling deadlock -- Watch out for frustration -- Avoid immovable positions.
Avoid price rot -- The bridging moment -- Make a statement - ask a question -- The way forward -- Questions, questions, questions -- Questioning - an overview -- Questions make the difference -- Asking questions is the method of navigation -- The outcome of questions -- What sort of questions? -- An exercise -- Six summary reasons for asking questions -- The authority of your counterpart -- Ensure your counterpart has the authority to negotiate -- Check the power behind the scenes -- Manage the power behind the scenes -- Have we got the decisionmaker/s? -- Post purchase remorse can undo the close -- Keeping positive passion for your service and product range is essential for the close -- Tough or effective? -- Characteristics of effective negotiators -- Effective negotiators look at buying and selling in the samedeal -- Effective negotiators balance their team carefully -- Effective negotiators keep the whole package in mind -- Effective negotiators have a good alternative -- Effective negotiators avoid irritators -- Effective negotiators embrace mistakes -- Effective negotiators have an eye for body language -- Effective negotiators always stay in control -- Characteristics of ineffective negotiators -- Dos and don'ts -- Do always maintain the initiative -- Do put things in writing -- Do learn to use higher authority -- Do conceal your emotions -- Do ask for discount when paying cash -- Do use experts -- Don't expect to win them all -- Don't be afraid to break off negotiation -- Don't attack your counterpart - attack the problem -- Don't show triumph -- Don't deal in round numbers -- Don't indicate movement before you need to -- Don't dig your heels in -- Don't be afraid to go back and try again -- Don't be afraid of risk -- Don't succumb to dangerous phrases -- Don't be afraid to make your counterpart work hard. Do identify buying signals in your negotiations -- Do look out for personality mirrors -- Three specific techniques -- Specific tips for negotiating print and promotion -- Price rises - how to get it wrong -- Do research before you buy -- Final words -- The ones that nearly got away -- The ten commandments -- Don't be afraid to give -- How to eat the elephant -- Contact details -- Appendix -- Negotiation workshops tailored to your company or department. |
| Record Nr. | UNISA-996339137303316 |
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Oliver David <1951->
|
||
| London ; ; Philadelphia, : Kogan Page, 2006 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. di Salerno | ||
| ||
International business negotiations [[electronic resource] /] / guest editor, Antonis Simintiras
| International business negotiations [[electronic resource] /] / guest editor, Antonis Simintiras |
| Pubbl/distr/stampa | Bradford, England, : Emerald Group Publishing, c2003 |
| Descrizione fisica | 106 p |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | SimintirasAntonis |
| Collana | International marketing review |
| Soggetto topico |
Export marketing
Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-280-51126-5
9786610511266 1-84544-503-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910449950203321 |
| Bradford, England, : Emerald Group Publishing, c2003 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
