Beyond dealmaking five steps to negotiating profitable relationships
Praise for Beyond Dealmaking ""Every potential rainmaker and savvy competitor needs Melanie Billings-Yun's GRASP method for negotiation. You'll never have to search for leads again. I highly recommend this book.""-Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, a...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
San Francisco :
Jossey-Bass
c2010.
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| Edición: | 1st ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627568306719 |
Tabla de Contenidos:
- Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships; Contents; Preface; Introduction; Negotiating Relationships; Taking the Fear out of Negotiation; Organization of the Book; Part 1: Why Relationships Matter; Chapter 1: The Goal Is Not a Good Deal, but a Good Outcome; Chapter 2: Even Monkeys Demand Fairness; Chapter 3: The Power of Us; Part 2: The Mind of the Negotiator; Chapter 4: The Four Pillars of Relationship Negotiation; Chapter 5: Don't Feed the Bears!; Chapter 6: Be Prepared; Part 3: Five Steps to Success; Chapter 7: Goals-What You Really Want
- Chapter 8: Routes-How to Get ThereChapter 9:Arguments-Making Your Case; Chapter 10: Substitutes-The Backup Plan; Chapter 11: Persuasion-Winning Them Over; Part 4: Conclusion; Chapter 12: You Can Negotiate!; Appendix A: GRASP Negotiation Planner; Appendix B: Post-Negotiation Evaluation; Notes; Acknowledgments; About the Author; Index
