The Trust Factor : Negotiating in SMARTnership

The Trust Factor Negotiating in SMARTnership

Offers deal-makers techniques to access mutually beneficial solutions that cannot make their way to the bargaining table without a cooperative strategy that enables the parties to together with mutual benefit and success.

Bibliographic Details
Main Author: Jensen, Keld. author (author)
Format: eBook
Language:Inglés
Published: New York : Palgrave Macmillan US 2013.
Edition:1st ed. 2013.
Subjects:
Business ethics.
Leadership.
Operations research.
Decision making.
Customer relations—Management.
Public relations.
Economics.
Management science.
Business Ethics.
Business Strategy/Leadership.
Operations Research/Decision Theory.
Customer Relationship Management.
Corporate Communication/Public Relations.
Economics, general.
See on Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009468021806719
Table of Contents:
  • A new paradigm for commercial relationships
  • Behavioral economics in deal-making
  • The trust factor : the keystone of negoeconomics
  • Rules of the game : defining and setting expectations
  • Preparation and analysis prior to bargaining : the first 5 phases of the negotiation process
  • Creating a culture of trust and openness
  • Where the "bigger" comes from: expanding the range of negoeconomic potential
  • Style choices
  • Sealing the deal : the second 5 phases of the negotiation process
  • How big is my piece? : how the added value is shared
  • Dealing with stress, threats, and bluffing
  • Make the pie bigger and nobody loses
  • Conclusion : restoring trust to the marketplace : it all starts with you.

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