The power of nice how to negotiate so everyone wins--especially you!
"Learn to get what you want without burning bridgesIn this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times bestselling author, attorney, business leader and educator, Ron Shapiro, shares the key principles of effective neg...
| Otros Autores: | , , , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2015.
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| Edición: | 3rd ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629604906719 |
Tabla de Contenidos:
- Cover; Title Page; Copyright; Contents; Foreword to the Revised Edition by Ambassador Charlene Barshefsky; Foreword to the First Edition by Cal Ripken, Jr.; Acknowledgments; Introduction: Why Change What Works?; Chapter 1 Negotiation; ""I'll Burn That Bridge When I Come to It""; Your First Deal; Four Objectives You Can Expect; What Negotiation Isn't; I Win-You Lose Becomes We Lose; The 10 Game; How Can You Achieve WIN-Win in the 10 Game?; The Real or the Apparent Adversary?; Filling the Negotiator's Toolbox; What Negotiation Is; What Negotiation Can Be; Refresher
- Chapter 2 I Win-You Lose Negotiation-An Exercise in Flawed~LogicEnemies and Entrenched Positions; Enemies; Entrenched Positions; Hit and Run; I've Never Been on the Cover of Sports Illustrated; I'm Not One of Them, Am I?; At Least One Dissatisfied Party; Refresher; Chapter 3 WIN-win Negotiation; Myth and Reality; The Myth of Win-Win; The Reality of WIN-win; Achieving WIN-win; Know What You (Really) Want-Know What They (Really) Want; Satisfy Your Interests Well-Satisfy the Other Side's Interests Acceptably; Good Deals Echo, They Lead to More Deals; WIN-win Is Not Wimp-Wimp
- Wimp-Wimp Negotiators: Buying a CarRoadblocks, Minefields, and Wisdom; Insufficient Planning; Ineffective Communication; Inexperience; Putting It Together; Refresher; Chapter 4 The Three Ps: A Systematic Approach; Prepare, Probe, and Propose; Prepare; Probe; Propose; Refresher; Chapter 5 Prepare...or Else; Preparation: The Aerobics of Negotiation; How Prepared Are You for Your Negotiations?; The Numbers and Letters Game; Part 1-Numbers; The Numbers and Letters Game Continued...; Part 2-Letters; How Do the Numbers and Letters Exercises Relate to Daily Negotiation?
- How to Prepare (and How Not To)How to Prepare: Why Don't People Do It?; How to Prepare: A System; The Preparation Checklist; Six Information Gathering Steps; Two Action Planning Steps; Preparation Checklist; A Case Study: The Sur-Real Sales Challenge; The Background; Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence); Sources of Information; Refresher; Chapter 6 Probe, Probe, Probe; The Other Side Is Trying to Tell You How to Make the Deal; W.H.A.T.? The Probing Technique; Overcoming Probe Resistance; The Don'ts-How Not to Probe; Listening
- Talk So Others Will Listen-Listen So Others Will TalkListening Isn't Just Waiting to Talk; What Is Your Interruption Quotient?; A Listening Test; The Zoologist; Learning to Listen; Refresher; Chapter 7 Propose-But Not Too Fast: Getting the Other Side to Go First; Role Playing; The Publisher-Agent Game; Agent or Publisher; Check Your Results; Conclusions; Proposing for Real; The Three Rules Behind Propose; Try Not to Make the First Offer; Don't (Immediately) Accept Their First Offer; Set Your Aspirations High; Encouraging the Other Side to Make the First Offer; Making Counterproposals
- Refresher
