Practical Negotiating : Tools, Tactics & Techniques
Tom. Gosselin
Bok Engelsk 2007 · Electronic books.
| Utgitt | Hoboken : : Wiley, , 2007.
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| Omfang | 1 online resource (242 p.)
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| Opplysninger | Description based upon print version of record.. - PRACTICAL NEGOTIATING; Contents; Acknowledgments; Chapter 1: The Need for Negotiation; Conflict in Our Lives; Process of Exchange; Introduction to Planning and Executing the Negotiation; Audience for Practical Negotiating; Chapter 2: Wants and Needs; Win-Win Agreements; Wants versus Needs; Case Analysis; Practical Application; Chapter 3: Setting Objectives and Determining Positions; Needs and Objectives; Creating a Needs/Objectives Matrix; Determining Position and Settlement Range; Practical Application; Chapter 4: Currencies and Concessions; Currencies of Exchange; Concessions. - Appendix B: Practical Negotiating: Planning GuideStep 1: Determine Wants and Needs; Step 2: Position Development; Step 3: Currencies/Options; Step 4: Power Assessment Step 5: Planning to Execute Stages; Step 6: Assessing Your Negotiating Styles; Step 7: Determine Your Tactical Orientation; Step 8: Tactical Selection; Notes; Bibliography; Index. - Chapter 9: Adversarial Tactics and CountertacticsAdversarial Tactics; Practical Application; Chapter 10: Tactical Orientation; How to Determine Your Tactical Orientation; Tactical Orientation Continuum; Practical Application; Chapter 11: Special Negotiation Situations; Negotiating in Buy and Sell Situations; Internal Negotiations; Negotiating with Your Boss; Team Negotiations; Practical Application; Chapter 12: Putting It All Together; Practical Negotiating: Planning Guide-Annotated; Conclusion; Appendix A: Negotiation Style Survey; Instructions. - Making Positive ExchangesPractical Application; Chapter 5: Power in Negotiation; The Paradox of Power; The Rule of Power in Negotiation; Practical Application; Case Analysis; Planning Guide-Part 1; Chapter 6: Negotiation Model: Stages with Critical Tasks; Stages: The Negotiation Process Road Map; Practical Application; Chapter 7: Negotiation Styles and Key Skills; The Difference between Negotiation Styles and Skills; Choosing the Best Overall Approach; Negotiation Styles; Key Skills; Practical Application; Chapter 8: Win-Win Tactics; Tactics Defined; Win-Win Tactics; Practical Application. - Praise for Practical Negotiating: Tools, Tactics & Techniques ""Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation.""-Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work ""There is som
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| ISBN | 9780470134856
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