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The five golden rules of negotiation [[electronic resource] /] / Philippe Korda
| The five golden rules of negotiation [[electronic resource] /] / Philippe Korda |
| Autore | Korda Philippe |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 302.3 |
| Collana | Human resource management and organizational behavior collection |
| 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 |
| ISBN |
1-78268-108-6
1-60649-307-8 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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. |
| Record Nr. | UNINA-9910461504303321 |
Korda Philippe
|
||
| [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The five golden rules of negotiation [[electronic resource] /] / Philippe Korda
| The five golden rules of negotiation [[electronic resource] /] / Philippe Korda |
| Autore | Korda Philippe |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 302.3 |
| Collana | Human resource management and organizational behavior collection |
| Soggetto topico | Negotiation |
| 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 |
| ISBN |
1-78268-108-6
1-60649-307-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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. |
| Record Nr. | UNINA-9910790470203321 |
|
Korda Philippe
|
||
| [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The five golden rules of negotiation / / Philippe Korda
| The five golden rules of negotiation / / Philippe Korda |
| Autore | Korda Philippe |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 |
| Descrizione fisica | 1 online resource (223 p.) |
| Disciplina | 302.3 |
| Collana | Human resource management and organizational behavior collection |
| Soggetto topico | Negotiation |
| 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 |
| ISBN |
1-78268-108-6
1-60649-307-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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. |
| Record Nr. | UNINA-9910824569803321 |
|
Korda Philippe
|
||
| [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||