The negotiation book your definitite guide to successful negotiating
Negotiation is one of the most important skills in business. Fact. No other skill will give you a better chance of optimising your success and your organisation's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and st...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
West Sussex, U.K. :
Wiley
c2011.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628389906719 |
Tabla de Contenidos:
- THE NEGOTIATION BOOK; Contents; Acknowledgments; Preface; Chapter 1 - So You Think You Can Negotiate?; INTRODUCTION; SO WHAT IS NEGOTIATION?; Why get motivated?; Why bother negotiating?; Becoming proactive; Becoming comfortable with being uncomfortable; THE NEED FOR SATISFACTION; What is the right price?; Inside the other person's head; NEGOTIATING VERSUS SELLING; PERSONAL VALUES; THE CASE FOR COLLABORATION; HONESTY WITH YOURSELF; THE FOUR CHALLENGES WE FACE; Challenge 1 - This is all about you; Challenge 2 - There are no rules; Challenge 3 - Knowing when you have performed well
- Challenge 4 - Nothing happens by accidentCONCLUSION; Chapter 2 - The Negotiation Clock Face; MAKING SENSE OF NEGOTIATION SO THAT WE CAN ALL BENEFIT FROM IT; The "engineering of variables"; SO WHO IS "THE COMPLETE SKILLED NEGOTIATOR"?; THE THREE FACTORS THAT INFLUENCE EVERY NEGOTIATION; 1. Power; 2. Trust; 3. Understanding total value and mutual opportunities; WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL?; There is no right or wrong in negotiation; HOW THE NEGOTIATION CLOCK FACE WORKS; The negotiation environment; Bartering: 1 o'clock; Bidding: 2-3 o'clock
- Hard bargaining: 4 o'clockDealing: 5-6 o'clock; Concession trading: 6-7 o'clock; Win-win: 8 o'clock; Problem solving: 9-10 o'clock; Relationship building: 10-12 o'clock; Exploring the reality of partnerships; SUMMARIZING THE NEGOTIATION CLOCK FACE; Chapter 3 - Why Power Matters; WHAT DO WE MEAN BY POWER?; Why the balance of power matters; Power and understanding the individual; Power and accountability; HOW DOES POWER INFLUENCE NEGOTIATIONS?; Influencing factors; CIRCUMSTANCES WHICH INFLUENCE POWER; Need and dependency; Time and circumstance; Threats and consequences; Supply and demand
- Information, transparency and knowledgeCREATING POWER THAT PROVIDES CONTROL; Parallels between physics and psychology; CONCLUSION; Chapter 4 - The Ten Negotiation Traits; 1. NERVE:; Believe in your position, never offend and always remain calm; 2. SELF-DISCIPLINE:; To understand what to do, and to do that which is appropriate; 3. TENACITY:; The negotiator's equivalent to stamina; 4. ASSERTIVENESS:; Tell them what you will do, not what you won't do; 5. INSTINCT:; Trust it, you will be more often right than not; 6. CAUTION:; If it's too good to be true it probably is; 7. CURIOSITY:
- Asking why because you want and need to know8. NUMERICAL REASONING:; Know what it's really worth, know what it really costs; 9. CREATIVITY:; Exploring and building on possibilities; 10. HUMILITY:; It is people who make agreements and humility which breeds respect; CONCLUSION; Chapter 5 - The Fourteen Behaviors that Make the Difference; YOUR BEHAVIORS AND ATTRIBUTES; Defining what you do in negotiation; THE FOURTEEN BEHAVIORS; 1. Think clearly when faced with conflict; 2. Do not allow your sense of fairness to influence behavior; 3. Maintain your self-control, use silence and manage discomfort
- 4. Open extreme yet realistically to shift their expectations
