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fachmedien.de - spezialisierte Fachinformationen für Studium und Beruf
fachmedien.de - spezialisierte Fachinformationen für Studium und Beruf
fachmedien.de - spezialisierte Fachinformationen für Studium und Beruf

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CEDR

How to Master Negotiation

Medium: Buch
ISBN: 978-1-78043-796-5
Verlag: Bloomsbury Academic
Erscheinungstermin: 24.09.2015
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How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations; ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict.

Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.

This title is included in Bloomsbury Professional's Mediation online service.

Produkteigenschaften

  • Artikelnummer: 9781780437965
  • Medium: Buch
  • ISBN: 978-1-78043-796-5
  • Verlag: Bloomsbury Academic
  • Erscheinungstermin: 24.09.2015
  • Sprache(n): Englisch
  • Auflage: Erscheinungsjahr 2015
  • Produktform: Kartoniert, Paperback
  • Gewicht: 431 g
  • Seiten: 250
  • Format (B x H x T): 155 x 246 x 23 mm
  • Ausgabetyp: Kein, Unbekannt

Themen

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Autoren

Contents
Chapter 1: Preparing To Prepare: Laying out the roadmap to begin the negotiation process

Chapter 2: 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs

Chapter 3: 'Of Course I Am A Team Player. They End Up Seeing My Way. Eventually!': How to prepare your team for a negotiation

Chapter 4: 'I Never Let Emotions Get In My Way': Managing your emotions in negotiation

Chapter 5: 'I Really Want To Make An Impression': Opening with maximum impact

Chapter 6: 'Why Should I Be Flexible When You Are So Difficult?': Moving from your preferred style to an effective strategy

Chapter 7: 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation

Chapter 8: Avoiding Avoidance: How to negotiate when no one is willing

Chapter 9: 'I Know What I Want, So Why Can't You Just Give it To Me?': Identifying positions and interests
Chapter 10: 'But I Haven't Done Maths Since School!': Negotiating by the numbers

Chapter 11: Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation

Chapter 12: The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice

Chapter 13: 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiations
Chapter 14: Conclusion