The Negotiation Fieldbook, Second Edition

Grande Lum (Autor)

Buch | Softcover

272 Seiten

2010 | 2nd edition
McGraw-Hill Professional (Verlag)
978-0-07-174347-1 (ISBN)

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A fully revised edition of the classic guide to negotiation providing brand-new perspectives and skills for succeeding in today's competitive business landscape

The classic guide to collaborative negotiation--updated for today's ultracompetitive environment"We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to YesThe definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process.Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all.NEW TO THIS EDITION:

Analysis of different negotiation styles and situationsThe fundamentals of ethical negotiatingImportant breakthroughs in negotiation psychologyConducting negotiations on behalf of others

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Introduction; Part 1: The Icon Negotiation Model; Chapter 1. Interests; Chapter 2. Options: Brainstorming; Chapter 3. Criteria: Using Objective Standards; Chapter 4. No-Agreement Alternatives; Part Two: The 4D Process; Chapter 5. The 4D Design Phase; Chapter 6. The 4 D Dig and Develop Phase; Chapter 7. The 4D Decide Phase; Part 3: Before You Get to the Table; Chapter 8. Dealing with Difficult Tactics; Chapter 9. All Negotiations are Cross Cultural; Chapter 10. Prepare, Prepare, Prepare!; Suggested Readings;About the Author; Index

Erscheint lt. Verlag	16.11.2010
Zusatzinfo	10 Illustrations
Sprache	englisch
Maße	152 x 229 mm
Gewicht	372 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
Schlagworte	Verhandlung; Ratgeber • Verhandlung (Wirtschaft); Ratgeber
ISBN-10	0-07-174347-2 / 0071743472
ISBN-13	978-0-07-174347-1 / 9780071743471
Zustand	Neuware