Negotiation

Special
ISBN: 978-0-8144-3318-8
Verlag: HARPERCOLLINS LEADERSHIP

Buch, Englisch, 112 Seiten, Format (B × H): 113 mm x 167 mm, Gewicht: 149 g

Reihe: The Brian Tracy Success Library

Negotiation is an essential element of almost all of our interactions—personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: - Utilize the six key negotiating styles
- Harness the power of emotion in hammering out agreements
- Use time to your advantage
- Prepare like a pro and enter any negotiation from a position of strength
- Gain clarity on areas of agreement and disagreement
- Develop win-win outcomes
- Use the power of reciprocity
- Know when and how to walk away
- Apply the Law of Four
- Plus much more
Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy’s trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.

Autoren/Hrsg.

Tracy, Brian

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensführung

Inhaltsverzeichnis

CONTENTS
Introduction 1
1 Everything Is Negotiable 5
2 Overcome Your Negotiation Fears 9
3 The Types of Negotiating 14
4 Lifetime Business Relationships 19
5 The Six Styles of Negotiating 24
6 The Uses of Power in Negotiating 29
7 Power and Perception 32
8 The Impact of Emotions on Negotiation 36
9 The Element of Time in Decisions 40
10 Know What You Want 45
11 The Harvard Negotiation Project 48
12 Preparation Is the Key 51
13 Clarify Your Positions-and Theirs 56
14 The Law of Four 61
15 The Power of Suggestion in Negotiating 66
16 Persuasion by Reciprocation 71
17 Persuasion by Social Proof 76
18 Price Negotiating Tactics 80
19 The Walk-Away Method 85
20 Negotiations Are Never Final 89
21 The Successful Negotiator 93
Index 99
About the Author 103

Über Autor(innen)

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

Tracy, Brian
BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.