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Negotiation [[electronic resource] /] / Peter Nixon
| Negotiation [[electronic resource] /] / Peter Nixon |
| Autore | Nixon Peter <1961-> |
| Pubbl/distr/stampa | Singapore ; ; Hoboken, NJ, : Wiley, 2005 |
| Descrizione fisica | 1 online resource (303 p.) |
| Disciplina | 658.4052095 |
| Collana | Mastering business in Asia |
| Soggetto topico |
Conflict management - Asia
Negotiation in business - Asia |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-283-64516-5
1-118-49916-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MASTERING BUSINESS IN ASIA NEGOTIATION; Contents; About the series; Preface; Acknowledgments; 1 Negotiating in Asia: Introduction; What do we mean by "Asia"?; Why negotiating in Asia is harder than in other markets; Conclusion; 2 Successful Negotiators and the Stages of Negotiation; Successful negotiators; The stages of negotiation; Conclusion; 3 The Preparation Stage; Preparing to negotiate in Asia; Preparing the people; Preparing the content; Preparing the process; Conclusion; 4 The Introduction Stage; Get off to a good start; Minimum requirements for the introduction stage
Recommended agenda to start your negotiations Important considerations about introducing the people; Important considerations about introducing the process; Important considerations about introducing the content; Conclusion; 5 The Objection Stage; Conflict continuum: What to look for in Asia; Diagnosing the sources of objection and conflict; Impact of choice on the objection stage; Conflict may be expressed as discomfort; Positive aspects of the objection stage in Asia; Negative aspects of the objection stage in Asia; Managing and de-escalating conflict; Burning bridges; Conclusion 6 The Creation Stage Optimizing the value and durability of your negotiations; Managing people in the creation stage; Managing the process in the creation stage; Creative thinking exercises for negotiation teams; Innovative negotiation rules for the creation stage; Managing content in the creation stage; Introducing new issues and exchanging concessions in the creation stage; Knowing when to conclude the creation stage; Conclusion; 7 The Contracting and Follow-up Stage; The beginning of the end; Managing process in the contracting and follow-up stage in Asia Managing content in the contracting and follow-up stage in Asia Managing people in the contracting and follow-up stage in Asia; 8 Communication; Introduction; Receiving information; Speaking effectively; Two-way communication; Conclusion; 9 Tactics; The Art of War; Understanding types of tactics; Categories of tactics; How to choose the right tactics; The most commonly used tactics; Five great tactics to use in Asia; Tactics our Asian clients wished they had used more often; Traditional tactic categories; Conclusion; 10 Information; Knowledge management; Knowing what you don't know Testing assumptions and agreeing what you know Learning from experience: Post-negotiation meeting audit; Maintaining team confidentiality; Sample term sheets; Conclusion; 11 People; Understanding oneself; Understanding other stakeholders; Understanding people's underlying motivations; Links between motivational orientations and negotiation; Orientation and needs; Maintaining self-control; Teams in negotiations; Conclusion; 12 Situation; Introduction; The view from on high: Process observer; The view from below: Telescopic analysis; Managing negotiation meetings Process options available to negotiators |
| Record Nr. | UNINA-9910461766703321 |
Nixon Peter <1961->
|
||
| Singapore ; ; Hoboken, NJ, : Wiley, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Negotiation [[electronic resource] /] / Peter Nixon
| Negotiation [[electronic resource] /] / Peter Nixon |
| Autore | Nixon Peter <1961-> |
| Pubbl/distr/stampa | Singapore ; ; Hoboken, NJ, : Wiley, 2005 |
| Descrizione fisica | 1 online resource (303 p.) |
| Disciplina | 658.4052095 |
| Collana | Mastering business in Asia |
| Soggetto topico |
Conflict management - Asia
Negotiation in business - Asia |
| ISBN |
1-118-49915-8
1-283-64516-5 1-118-49916-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MASTERING BUSINESS IN ASIA NEGOTIATION; Contents; About the series; Preface; Acknowledgments; 1 Negotiating in Asia: Introduction; What do we mean by "Asia"?; Why negotiating in Asia is harder than in other markets; Conclusion; 2 Successful Negotiators and the Stages of Negotiation; Successful negotiators; The stages of negotiation; Conclusion; 3 The Preparation Stage; Preparing to negotiate in Asia; Preparing the people; Preparing the content; Preparing the process; Conclusion; 4 The Introduction Stage; Get off to a good start; Minimum requirements for the introduction stage
Recommended agenda to start your negotiations Important considerations about introducing the people; Important considerations about introducing the process; Important considerations about introducing the content; Conclusion; 5 The Objection Stage; Conflict continuum: What to look for in Asia; Diagnosing the sources of objection and conflict; Impact of choice on the objection stage; Conflict may be expressed as discomfort; Positive aspects of the objection stage in Asia; Negative aspects of the objection stage in Asia; Managing and de-escalating conflict; Burning bridges; Conclusion 6 The Creation Stage Optimizing the value and durability of your negotiations; Managing people in the creation stage; Managing the process in the creation stage; Creative thinking exercises for negotiation teams; Innovative negotiation rules for the creation stage; Managing content in the creation stage; Introducing new issues and exchanging concessions in the creation stage; Knowing when to conclude the creation stage; Conclusion; 7 The Contracting and Follow-up Stage; The beginning of the end; Managing process in the contracting and follow-up stage in Asia Managing content in the contracting and follow-up stage in Asia Managing people in the contracting and follow-up stage in Asia; 8 Communication; Introduction; Receiving information; Speaking effectively; Two-way communication; Conclusion; 9 Tactics; The Art of War; Understanding types of tactics; Categories of tactics; How to choose the right tactics; The most commonly used tactics; Five great tactics to use in Asia; Tactics our Asian clients wished they had used more often; Traditional tactic categories; Conclusion; 10 Information; Knowledge management; Knowing what you don't know Testing assumptions and agreeing what you know Learning from experience: Post-negotiation meeting audit; Maintaining team confidentiality; Sample term sheets; Conclusion; 11 People; Understanding oneself; Understanding other stakeholders; Understanding people's underlying motivations; Links between motivational orientations and negotiation; Orientation and needs; Maintaining self-control; Teams in negotiations; Conclusion; 12 Situation; Introduction; The view from on high: Process observer; The view from below: Telescopic analysis; Managing negotiation meetings Process options available to negotiators |
| Record Nr. | UNINA-9910790484503321 |
|
Nixon Peter <1961->
|
||
| Singapore ; ; Hoboken, NJ, : Wiley, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Negotiation / / Peter Nixon
| Negotiation / / Peter Nixon |
| Autore | Nixon Peter <1961-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Singapore ; ; Hoboken, NJ, : Wiley, 2005 |
| Descrizione fisica | 1 online resource (303 p.) |
| Disciplina | 658.4052095 |
| Collana | Mastering business in Asia |
| Soggetto topico |
Conflict management - Asia
Negotiation in business - Asia |
| ISBN |
1-118-49915-8
1-283-64516-5 1-118-49916-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
MASTERING BUSINESS IN ASIA NEGOTIATION; Contents; About the series; Preface; Acknowledgments; 1 Negotiating in Asia: Introduction; What do we mean by "Asia"?; Why negotiating in Asia is harder than in other markets; Conclusion; 2 Successful Negotiators and the Stages of Negotiation; Successful negotiators; The stages of negotiation; Conclusion; 3 The Preparation Stage; Preparing to negotiate in Asia; Preparing the people; Preparing the content; Preparing the process; Conclusion; 4 The Introduction Stage; Get off to a good start; Minimum requirements for the introduction stage
Recommended agenda to start your negotiations Important considerations about introducing the people; Important considerations about introducing the process; Important considerations about introducing the content; Conclusion; 5 The Objection Stage; Conflict continuum: What to look for in Asia; Diagnosing the sources of objection and conflict; Impact of choice on the objection stage; Conflict may be expressed as discomfort; Positive aspects of the objection stage in Asia; Negative aspects of the objection stage in Asia; Managing and de-escalating conflict; Burning bridges; Conclusion 6 The Creation Stage Optimizing the value and durability of your negotiations; Managing people in the creation stage; Managing the process in the creation stage; Creative thinking exercises for negotiation teams; Innovative negotiation rules for the creation stage; Managing content in the creation stage; Introducing new issues and exchanging concessions in the creation stage; Knowing when to conclude the creation stage; Conclusion; 7 The Contracting and Follow-up Stage; The beginning of the end; Managing process in the contracting and follow-up stage in Asia Managing content in the contracting and follow-up stage in Asia Managing people in the contracting and follow-up stage in Asia; 8 Communication; Introduction; Receiving information; Speaking effectively; Two-way communication; Conclusion; 9 Tactics; The Art of War; Understanding types of tactics; Categories of tactics; How to choose the right tactics; The most commonly used tactics; Five great tactics to use in Asia; Tactics our Asian clients wished they had used more often; Traditional tactic categories; Conclusion; 10 Information; Knowledge management; Knowing what you don't know Testing assumptions and agreeing what you know Learning from experience: Post-negotiation meeting audit; Maintaining team confidentiality; Sample term sheets; Conclusion; 11 People; Understanding oneself; Understanding other stakeholders; Understanding people's underlying motivations; Links between motivational orientations and negotiation; Orientation and needs; Maintaining self-control; Teams in negotiations; Conclusion; 12 Situation; Introduction; The view from on high: Process observer; The view from below: Telescopic analysis; Managing negotiation meetings Process options available to negotiators |
| Record Nr. | UNINA-9910815903003321 |
|
Nixon Peter <1961->
|
||
| Singapore ; ; Hoboken, NJ, : Wiley, 2005 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||