Advanced Negotiation Techniques
Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource Devel...
| Autores principales: | , , |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Berkeley, CA :
Apress
2015.
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| Edición: | 1st ed. 2015. |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630001306719 |
Tabla de Contenidos:
- Contents; Introduction; Chapter 1: Our Philosophy of Negotiation; A Definition of Negotiation; A Little Bit of Theory; Chapter 2: Strategies for Resolving Conflict; Negotiating Is Not Haggling; Chapter 3: Our Four Negotiation Mantras; Mantra 1: Negotiation Is Perceptual, Not Factual; Mantra 2: Clear Yourself of Emotion and Be Pragmatic; Mantra 3: Negotiation Is Cooperative, Not Competitive; Mantra 4: Rapport First, Understanding Second; Chapter 4: Overview of the Five Phases of Negotiation; Phase 1: Plan; What's the Alternative?; Competitor Analysis; Due Diligence; Information; The Agenda
- Phase 2: DiscussPhase 3: Propose; This Is Not the Same as a Sales Proposal; What Is Meant by Propose in a Negotiation; Phase 4: Trade; Phase 5: Agree and Confirm; Commitment and Documentation; Chapter 5: Ten Golden Rules for Successful Negotiation; 1: Don't Negotiate Unless You Need To; 2: Never Negotiate with Yourself; 3: Never Accept the First Offer; 4: Never Make the First Offer If You Can Help It; 5: Listen More and Talk Less; 6: There are no Free Gifts; 7: Always Isolate Cost, Price, and Value; 8: Watch Out for the Salami Effect; 9: Never Make a Quick Deal
- 10: Never Disclose Your Bottom LineSummary of the Ten Golden Rules; Chapter 6: Negotiation Planning in Practice; Chapter 7: The RDC Ten-Point Plan; Plan Point 1: What Is the Reason for the Conflict?; Plan Point 2: What Are the Interests Around These Issues?; Plan Point 3: Analysis of Wants and Needs; Maslow's Hierarchy of Needs; Plan Point 4: Recognition of Common Ground; Plan Point 5: Who Has More Power?; Plan Point 6: Questions to Ask; Plan Point 7: Corral the Information You Have; Plan Point 8: Negotiation Team Roles; Four Team Roles; Leader; Summarizer; Observer; Supporter
- Summary of RolesPlan Point 9: The Other Party's Team Roles; Style; Dealing with Their Emotions; Tactics; Track Record; Plan Point 10: The Three Trading Questions; Is This the End of the Planning Phase?; Chapter 8: Negotiating for a Super-Win; Chapter 9: Detailed Proposal Design (The Jellyfish); Using the Jellyfish to Analyze Their Offer; Alternative Flavors of Jellyfish?; Chapter 10: Breaking a Negotiation Deadlock; Chapter 11: Cross-Cultural Issues in Negotiation; Behavior and Cultural Differences; The Rule of Law Index; Chapter 12: Hostage Negotiation Perspective
- Different Types of NegotiationSimilarities and Lessons to Learn; Kidnap for Money; Conclusions on the Hostage Perspective; Chapter 13: Diplomatic Negotiation Perspective; Chapter 14: The Physical Arrangements; Chapter 15: Strategic Framework for Negotiation; Reflective Practice and Coaching in Negotiation; A Common Vocabulary; The Virtual Coach; Chapter 16: Summary and Conclusion; Appendix A: Negotiating Styles; Appendix B: Negotiation Influence Behaviors; Index; About the Authors; Other Apress Business Titles You Will Find Useful
