Nicht aus der Schweiz? Besuchen Sie lehmanns.de
The Negotiation Handbook - Andrea Cordell

The Negotiation Handbook

(Autor)

Buch | Hardcover
144 Seiten
2018 | 2nd edition
Routledge (Verlag)
978-0-8153-7555-5 (ISBN)
CHF 235,65 inkl. MwSt
  • Versand in 15-20 Tagen
  • Versandkostenfrei
  • Auch auf Rechnung
  • Artikel merken
Negotiation is an essential skill for all those operating commercially on behalf of their organisations. The ability to negotiate quotations, tenders, proposals, internal and external stakeholders, licensing agreements and so on, could form a critical part of any employee’s role, be it on the buy or supply side.

The Negotiation Handbook is a useful guide for all those wanting to understand how to apply tools and techniques to the negotiation process. This handbook has been subdivided into seven key sections, each representing a key phase in the negotiation process. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader.

This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques and gain maximum benefit on behalf of their employers.

Andrea Cordell is a well-known international speaker and author on strategy, negotiation and procurement-related matters. She has worked in senior positions at several global organisations and is currently the managing director of Cordie Ltd, a leading sales and procurement training and consulting company.

List of figures; List of templates; Acknowledgements; Introduction; Phase 1: Preparation; Negotiation Strategy; Negotiation Team; Negotiation Agenda; Negotiation SWOT Analysis; Phase 2: Relationship Building; Building Rapport; Body Language; Neuro-Linguistic Programming (NLP); Eye Accessing; Phase 3: Information Gathering; Questioning Techniques; BATNA; ZOPA; Negotiation Goals & Targets; Phase 4: Information Using; Tradeables and Straw Issues; First Offer; Negotiation Power; Personalities; Phase 5: Bidding; Persuasion Methods; Negotiation Tactics; Emotional Intelligence; Influencing; Phase 6: Closing the Deal; Thomas-Kilmann Conflict Mode Instrument; Subliminal Linguistics; Summarising & Ratification; Game Theory; Phase 7: Implementing the Deal; Negotiation Evaluation; Kolb’s Experimental Learning Cycle; Cultural Dimensions; Handover and Contract Management; Templates and References; Templates/ Additional Guidance; Bibliography and Suggested Further Reading; Index

Erscheinungsdatum
Zusatzinfo 55 Tables, black and white; 28 Line drawings, black and white; 28 Illustrations, black and white
Verlagsort New York
Sprache englisch
Maße 156 x 234 mm
Gewicht 362 g
Themenwelt Wirtschaft Betriebswirtschaft / Management Logistik / Produktion
Wirtschaft Betriebswirtschaft / Management Unternehmensführung / Management
Wirtschaft Volkswirtschaftslehre
ISBN-10 0-8153-7555-7 / 0815375557
ISBN-13 978-0-8153-7555-5 / 9780815375555
Zustand Neuware
Haben Sie eine Frage zum Produkt?
Mehr entdecken
aus dem Bereich
Grundlagen - Spezialthemen - Übungen

von Hans Arnolds; Franz Heege; Carsten Röh; Werner Tussing

Buch | Softcover (2022)
Springer Gabler (Verlag)
CHF 55,95

von Wolfgang Stölzle; Dustin Schöder; Ludwig Häberle

Buch | Softcover (2024)
De Gruyter Oldenbourg (Verlag)
CHF 55,90
dynamisch und innovativ

von Ingrid Göpfert

Buch | Softcover (2024)
Vahlen (Verlag)
CHF 48,85