Secrets of power negotiating : inside secrets from a master negotiator /
| 第一著者: | |
|---|---|
| フォーマット: | Licensed eBooks |
| 言語: | 英語 |
| 出版事項: |
Franklin Lakes, NJ :
Career Press,
©1999.
|
| 版: | 2nd ed. |
| オンライン･アクセス: | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25154 |
目次:
- Playing the Power Negotiating Game
- Beginning Negotiating Gambits:
- Ask for More Than You Expect to Get
- Never Say Yes to the First Offer
- Flinch at Proposals
- Avoid Confrontational Negotiation
- The Reluctant Seller and the Reluctant Buyer
- Use the Vise Technique
- Middle Negotiating Gambits:
- Handling the Person Who Has No Authority to Decide
- The Declining Value of Services
- Never Offer to Split the Difference
- Handling Impasses
- Handling Stalemates
- Handling Deadlocks
- Always Ask for a Trade-off
- Ending Negotiating Gambits:
- Good Guy/Bad Guy
- Nibbling
- How to Taper Concessions
- The Withdrawing an Offer Gambit
- Positioning for Easy Acceptance
- Unethical Negotiating Gambits
- The Decoy
- The Red Herring
- Cherry Picking
- The Deliberate Mistake
- The Default
- Escalation
- Planted Information
- Negotiating Principles
- Get the Other Side to Commit First
- Acting Dumb is Smart
- Don't Let the Other Side Write the Contract
- Read the Contract Every Time
- Funny Money
- People Believe What They See in Writing
- Concentrate on the Issues
- Always Congratulate the Other Side
- Resolving Tough Negotiating Problems
- The Art of Mediation
- The Art of Arbitration
- The Art of Conflict Resolution
- Negotiating Pressure Points
- Time Pressure
- Information Power
- Being Prepared to Walk Away
- Take It or Leave It
- The Fait Accompli
- The Hot Potato
- Ultimatums
- Negotiating With Non-Americans
- How Americans Negotiate.