Buch, Englisch, 128 Seiten, Format (B × H): 178 mm x 254 mm, Gewicht: 304 g
The Science and Art of Winning Cooperative Partners
Buch, Englisch, 128 Seiten, Format (B × H): 178 mm x 254 mm, Gewicht: 304 g
ISBN: 978-0-88937-467-6
Verlag: Hogrefe Publishing
How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude
Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
Zielgruppe
For work and organizational psychologists, HR professionals, coaches, management trainers, and trainees
Autoren/Hrsg.
Fachgebiete
- Wirtschaftswissenschaften Betriebswirtschaft Coaching, Training, Supervision
- Sozialwissenschaften Psychologie Psychologische Disziplinen Coaching, Training, Supervision
- Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
- Sozialwissenschaften Psychologie Psychologische Disziplinen Wirtschafts-, Arbeits- und Organisationspsychologie
