How to master negotiation /
'How to Master Negotiation' provides individuals with a guide of how to prepare themselves and others for a variety of negotiations - ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often...
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| Další autoři: | , , |
| Médium: | Licensed eBooks |
| Jazyk: | angličtina |
| Vydáno: |
London :
Bloomsbury Professional,
2015.
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| Edice: | Online access with DDA: Askews (Psychology)
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| On-line přístup: | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=2987594 |
| Shrnutí: | 'How to Master Negotiation' provides individuals with a guide of how to prepare themselves and others for a variety of negotiations - ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict. |
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| Popis jednotky: | ContentsChapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs Chapter 3: 'Of Course I Am A Team Player ... They End Up Seeing My Way ... Eventually!': How to prepare your team for a negotiation Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interestsChapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiationsChapter 14: Conclusion. |
| Fyzický popis: | 1 online resource (256 pages) |
| Bibliografie: | Includes bibliographical references and index. |
| ISBN: | 1784510513 9781784510527 1784510521 178043796X 9781780437965 9781784510510 |