Buch, Englisch, 136 Seiten, Paperback, Format (B × H): 155 mm x 235 mm, Gewicht: 2409 g
Reihe: Management for Professionals
Getting to Yes!
Buch, Englisch, 136 Seiten, Paperback, Format (B × H): 155 mm x 235 mm, Gewicht: 2409 g
Reihe: Management for Professionals
ISBN: 978-3-319-35661-7
Verlag: Springer International Publishing
Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful.
This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.
Zielgruppe
Professional/practitioner
Autoren/Hrsg.
Fachgebiete
- Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber
- Sozialwissenschaften Politikwissenschaft Politikwissenschaft Allgemein Politik: Sachbuch, Politikerveröffentlichungen
- Wirtschaftswissenschaften Wirtschaftswissenschaften Literatur für Manager
- Sozialwissenschaften Psychologie Psychologie / Allgemeines & Theorie Psychologie: Sachbuch, Ratgeber
Weitere Infos & Material
Introduction.- How You Learn to Successfully Negotiate.- Prepare for the Negotiation in Advance.- Gain Self-Motivation Through the Right Attitude.- Create Confidence and a Positive Basis for Discussion by the Proper Greeting.- Find Out the Objectives of Your Negotiating Partner.- Always Negotiate With a Sense of the Benefits for Your Negotiating Partner.- How to Respond to Objections and What to Do When It Gets Tough.- Special Aspects of Price Negotiations.- To Come to a Good Conclusion.- After the Negotiation Is Before the Negotiation.- Final Word.