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Opresnik

The Hidden Rules of Successful Negotiation and Communication

Getting to Yes!

Medium: Buch
ISBN: 978-3-319-35661-7
Verlag: Springer International Publishing
Erscheinungstermin: 10.09.2016
Lieferfrist: bis zu 10 Tage

Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations.
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.


Produkteigenschaften


  • Artikelnummer: 9783319356617
  • Medium: Buch
  • ISBN: 978-3-319-35661-7
  • Verlag: Springer International Publishing
  • Erscheinungstermin: 10.09.2016
  • Sprache(n): Englisch
  • Auflage: Softcover Nachdruck of the original 1. Auflage 2014
  • Serie: Management for Professionals
  • Produktform: Kartoniert, Previously published in hardcover
  • Gewicht: 2409 g
  • Seiten: 136
  • Format (B x H x T): 155 x 235 x 9 mm
  • Ausgabetyp: Kein, Unbekannt
Autoren/Hrsg.

Autoren

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.