Negotiate Your Way to Success

Erscheinungsjahr 2007
ISBN: 978-0-07-149832-6
Verlag: McGraw-Hill Education

Buch, Englisch, 64 Seiten, Format (B × H): 162 mm x 230 mm, Gewicht: 150 g

CREATE CONSENSUS AROUND YOUR IDEAS - AND ADVANCE YOUR CAREER!The business world turns on the art of the deal. And with Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's “hot button” issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity - not confrontation. Plus, you'll learn how to:

Autoren/Hrsg.

Cohen, Steven

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensführung

Inhaltsverzeichnis

Introduction: Negotiation success 01 Understand negotiation Go for what you can get 02 Focus on interests Maintain your position 03 Use the three C’s Use the fourth C: confront 04 Know whether to leave Negotiate to the end 05 Inoculate yourself Put your faith in fate 06 Get information Assume and believe 07 Prepare for the process Show up and negotiate 08 Know why to prepareTrust your instincts 09 Work with your teamGo solo 10 Map interests Keep it all in your head 11 Ask and listen Talk, talk, talk 12 React strategically Go from your gut 13 Plan for emotions Ignore all emotions 14 Keep it productive Do whatever it takes 15 Know how to start Jump into the game 16 Work with differences Ignore differences 17 Negotiate on value Think “money” 18 Show respect Show off 19 Think creatively Hammer out an agreement 20 Develop the agenda Improvise 21 Bargain “if. then.”Try “take it or leave it” 22 Build commitment Just get an agreement 23 Negotiate smart Negotiate tough 24 Build with seven pillars Get what you can

Über Autor(innen)

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

Steven P. Cohen is president of The Negotiation Skills Company in Pride's Crossing, MA as well as a visiting professor of negotiation and conflict resolution in the United States and internationally. A graduate of Columbia Law School, Brandeis University, and Henley Management College, he also holds a bachelor of business administration degree from Siena College, and received formal negotiation and mediation training at Harvard Law School.